7 ways to expand the pie. (APPUISI)
- 1. "Abundance mentality”
- 2. Provisional/contingent contracts
- 3. Persuade
- 4. Unbundle>add>repackage issues
- 5. Identify trade-offs
- 6. Search for PSS
- 7. Insist on Objective Citeria
Having an "abundance mentality" involves... before and during negotiation, and... of the other side's suggestions.
brainstorming, withholding criticism
Often the wisest solutions are those that produce the... gain for you at the... cost to the other side, and are produced only by...
maximum, minimum, strongly advocating your interests.
A win-win negotiation is one where parties reach an agreement that can’t...
be mutually improved upon.
5 symptoms of a suboptimal outcome. (FSCDN)
- 1. First offer was accepted
- 2. Split the difference
- 3. Considered <3 deals
- 4. Didn’t ask questions
- 5. Negotiated 1 issue at-a-time
“All or Nothing” agreements demand that all
issues be..., ..., and...
permanent, comprehensive, final
Creating agreements that include..., ..., or... issues.
provisional, partial, experimental
Persuasion is more effective if it is tied to...
the other party’s interests.
When persuading the other party you should... then use that information to
discover their interests, persuade them.
More issues lead to more... deals.
The... for trade-offs helps you avoid compromise.
When identifying trade-offs, exchange your... issues for your... issues.
lower priority, higher priority
The key diagnostic question to identifying trade-offs is “Where are our interests... and where might they...?”
the same, be different
4 things you can trade. (RVTF)
- 1. Resources
- 2. Value
- 3. Time preferences
- 4. Forecasts
Insist that the final agreement be based on some objective standard and that it be... and...
Examples of objective standards. (MEPCLCM)
- 1. Market value
- 2. Expert opinion
- 3. Professional standards
- 4. Costs
- 5. Law
- 6. Courts
- 7. Moral standards
Use ACE to separate the people from the
problem, which stands for...
Acknowledge, Clarify, Explore
When using ACE you acknowledge..., clarify..., and explore...
what's been said, by asking questions, options going forward