In negotiation vocabulary, which term best describes your stated stance or demands?

• A. Interest
• B. Position
• C. Reservation point
• D. ZOPA

Answer: (B)

In negotiation, the term that describes the explicit stance or demands you present is your position. Your position is the concrete offer or terms you state on the table—what you want to achieve in the deal. It’s the outward declaration you’re trying to push toward in the negotiation.

Underlying reasons or needs behind that stance are your interests. They explain why you want those terms, not the exact terms themselves. The reservation point is the minimum you’re willing to accept, your walk-away threshold. ZOPA is the range where both sides’ acceptable terms overlap, making an agreement possible.

For example, if you’re negotiating salary, your position is the specific amount you state you want. Your interest would be the reasons you need that amount, such as covering expenses or valuing your work. The reservation point is the lowest figure you’d accept, and ZOPA is the range where both you and the employer could agree.