In negotiation, which statement defines a Position?

• A. The bottom line you will accept.
• B. What you want, not what you need.
• C. The overlap between bargaining ranges.
• D. The relationship you want to preserve.

Answer: (B)

Position in negotiation is the explicit demand or outcome you put forward—the concrete result you want to achieve in the deal. That’s why the statement that best defines it is “what you want, not what you need,” because a position is the target you present to the other side, not just the essential needs behind it. Your bottom line you will accept describes your reservation point or walk-away threshold, which governs how far you’re willing to concede, not the initial demand. The overlap between bargaining ranges refers to the zone where offers could meet, not a single party’s stated target. The relationship you want to preserve is about how you interact and maintain goodwill, not the specific outcome you’re asking for.