Real Win Win
“Heart of Collaboration”
Always start from Neutral

Negotiation One Sheet
Hard Work and Integrity
Smile and Keep Them Safe
Always pause and slow down the reaction
Use backup listeners
Draw a map together
Transforming Conflict

Calibrated Questions
(Repeat as Needed)
“How am I supposed to do that”?
“I’m Sorry”
“How am I supposed to pay that”
“How can I do that”
“What am I supposed to do”
“I’m sorry, but I’m afraid I can’t do that”
“I don’t see how that could work”

Tactical Empathy
(Intense) Active Listening
Understand them

Mirror
Repeat last 3 things they said
Paraphrase your understanding
“Please help me understand”
“That’s very generous of you”
“That price is more than fair”
“Thank you for taking the time to talk with me”
“What are we trying to accomplish here”
“Let’s put price aside for the moment & talk about what would make this a good deal”
“What else would you be able to offer to make that a good price”

Label
Name the feelings

Accusation Audit
Start with a “No”
“Is this a bad time”
“Have you given up on this”
“It seems like _____ is valuable to you”
“It seems you don’t like _____”
“It seems you value _____”
“It seems like _____ makes it easier”
“It seems your reluctant _____”
“It seems your worried that _____”

“Your going to think I haven’t done my homework”
“You may feel insulted by my offer”
“I’m embarrassed to tell you my offer”

Styles
Analyst
Acquiring info

Accomodator
Building relationship

Assertive
Being heard

Anchors
Best timeline
Best price
Best energy

Black Swan
Why they are communicating that

Getting to “That’s Right!”
Not “Your Right”

Best Alternative to a Negotiated Agreement
Zone of Possible Agreement

Fire 火 – Cheer Laugh
Kids
Family
Metal 金 – Gratitude Appreciation
Integrity
Help
Support
Contribution
Water 水 – Curious Issue
Biggest Need?
Biggest Issue?
Main Complaint?
Ready to receive?
How?
Earth 土 – Help Service
How much support?
What forms?
Teach you
Do it with you
Do it for you
Elevator pitch
Need $10k generate $50K
Good deck
Wood 木 – Mutual Benefit Start
Like to offer in exchange
Commitment level
Terms
I’d like:
Testimonial
$10K
Cabin for a week
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