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Understanding Objectives, Needs and Requirements

Defining the ultimate goal

Finding the shared aim both sides care about.

The ultimate goal is what both needs are ultimately for. It should be something both sides of the conflict would agree with.

Good example

“Build a business that lasts” — both “win customers now” and “keep quality high” serve it.

Common mistake

Making the goal one side's preferred action, such as “Launch this month”. If one side wouldn't sign up to it, it isn't the shared goal.

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