{
  "schema": "vedokrok.public-item.v1",
  "release_id": "MHC-RPUB-20260920-75ad787a",
  "url": "/knowledge/ask-what-the-position-is-trying-to-protect",
  "id": "MHC-D-RESEARCH-0328",
  "version": "0.1.0",
  "title": "Ask what the position is trying to protect",
  "summary": "'We need Friday' is a position. The useful question is what Friday makes possible.",
  "kind": "question",
  "body": "Ask a neutral question about the need, risk, dependency or objective behind the stated position. Listen for interests that can be satisfied in more than one way. Share your own relevant interests selectively so the discussion can search for different packages instead of defending one sentence each.",
  "limits": [
    "Do not pressure someone to reveal confidential information or assume their stated interest is the whole story."
  ],
  "topics": [
    "union-negotiation-deal-design"
  ],
  "intents": [],
  "source_ids": [
    "RS-9AAFAA370461C622"
  ],
  "evidence": [
    {
      "claim": "Program on Negotiation guidance recommends asking questions that uncover underlying interests rather than focusing only on stated positions.",
      "source_id": "RS-9AAFAA370461C622",
      "role": "supports",
      "note": "Interest discovery does not require disclosing confidential information or accepting the counterpart's framing.",
      "locator": "Ask questions and share information"
    }
  ],
  "use_when": [
    "The conversation is stuck on a stated demand and repeating arguments is not changing it."
  ],
  "avoid_when": [
    "Do not pressure someone to reveal confidential information or assume their stated interest is the whole story."
  ],
  "example": "A client asking for an earlier go-live may actually need a board demonstration date rather than full production readiness.",
  "check": "You can name an underlying interest that creates at least one new option or clarifies that the constraint really is hard.",
  "question": "What does this term make possible for you? · What problem would appear if this condition changed? · Which part is a hard constraint and which part is a preference?",
  "sources": [
    {
      "id": "RS-9AAFAA370461C622",
      "title": "Value Creation in Negotiation",
      "url": "https://www.pon.harvard.edu/daily/negotiation-skills-daily/value-creation-in-negotiation/"
    }
  ],
  "relations": [
    {
      "from": "MHC-D-RESEARCH-0328",
      "to": "MHC-D-RESEARCH-0330",
      "type": "useful_with",
      "url": "/knowledge/trade-on-differences-instead-of-splitting-every-issue"
    }
  ],
  "collections": [
    {
      "id": "RC-4FEE20A8D0BD67A8",
      "title": "Prepare the walk-away, then negotiate the whole package",
      "url": "/collections/prepare-the-walk-away-then-negotiate-the-whole-package"
    }
  ]
}