Posisjonforposisjon

Posisjonforposisjon is a negotiation concept used in mediation to create mirrored concessions. The term is Norwegian, literally “position for position.” It describes a method in which each side’s stated position is addressed by offering a corresponding position from the other side that achieves a similar value or effect. The aim is to establish parity, foster transparency, and reduce perceived asymmetry in bargaining.

Procedure involves several steps. First, identify the core interests behind each position while separating negotiable trade-offs from fixed demands. Next, for each issue, propose a counter-position that would satisfy a comparable interest for the opposite party. Present these matched pairs as the basis for a joint package, and test whether the sequence of offers builds toward a balanced resolution rather than piecemeal gains. A facilitator often maps the positions and tracks progress to keep the process clear.

Applications of this approach span labor relations, public policy design, contract negotiations, and stakeholder dialogues in areas such as urban planning or product development, where parties have overlapping yet divergent priorities. It is particularly used when there is a need to demonstrate fairness and symmetry in concessions and to prevent dominated bargaining dynamics.

Benefits include improved clarity, faster convergence on terms perceived as fair, and greater trust between parties. Limitations include the difficulty of finding clean opposing positions for complex interests, the risk of forcing artificial symmetry, and the demand for skilled facilitation and careful documentation. Posisjonforposisjon is often used alongside other negotiation methods, such as interest-based bargaining, to balance structure and flexibility.