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.

Avoid

• 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.

Instead

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