01 A helpful negotiation frame – “What are we deciding?”
Framing is clarifying the decision you are tackling
02 Clear values and trade-offs – “What consequences do I care about?”
Values are what you care about – wants, needs, likes, and dislikes.
03 Real alternatives – “What choices do you have?”
A kick in negotiations can be that you think you have viable alternatives and your opponent has no choice.
04 Useful information “What do I need to know?”
Do you have reliable information?
What do you know, that your opponent doesn’t? What does the other person know, that you don’t?
05 Sound reasoning “Am I thinking straight?”
You can make up all the stories in your life, but if the other party is not interested, you are not getting your deal. Reasoning is combining alternatives, results you want.
06 Commitment to follow-through: deal reality – “Will you real take action?”
Successful follow-through requires resources. Do you have the time, energy and money to take action?
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