Disclose your own interests explicitly — not just your positions

Stating what you actually need — not just what you’re asking for — opens the door to creative solutions you couldn’t have imagined asking for.

Why it works

Most negotiators state positions because interests feel vulnerable to share. But the research on integrative bargaining is clear: mutual interest disclosure produces better outcomes for both parties. When you state your interest, you invite the counterpart to find solutions you hadn’t thought of — and you give them information needed to help you without extracting concessions they don’t need to make.

How to do it

1. Prepare your interest statement: "What I really need here is X" — specific enough to be useful, honest enough to be real.
2. Share it before proposing your position, not after the position has anchored the conversation.
3. Invite reciprocal disclosure: "I’ve told you what I need — help me understand what matters most to you."

Evidence

Studies on negotiation information exchange find that one-sided disclosure helps the disclosing party modestly; mutual disclosure produces substantially better joint outcomes, with no disadvantage to the first mover when the counterpart responds in kind. (observational)

First-mover disclosure has strategic risk if the counterpart does not reciprocate — the information asymmetry can be exploited. Build enough relational trust before leading with interests in adversarial contexts.

Sources

• Thompson (1991), information exchange in dyadic negotiation
• Thompson, L. (1991). Information exchange in negotiation. Journal of Experimental Social Psychology, 27(2), 161-179.

Common mistake

Stating your position as your interest — "I need $80,000" is a position, not an interest. "I need to match my current cost of living and feel the role is valued appropriately" is an interest.