Monday, October 25, 2010

Negotiations Implementing Strategy - - Uncover and Collaborate

Learn the other party's motivations and concerns. Propose multiple solutions and invite your counterparts to improve on them.

  • Making open-ended offers: "What do you want?"
  • Making unilateral offers: "I'd be willing to . . ."
  • Simply agreeing to (or refusing) the other side's demands.


  • Ask "Why is that important to you."
  • Propose solutions for critique: "Here's a possibility - - what might be wrong with it?"

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