From the course: Negotiation Foundations
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A template for getting past no
From the course: Negotiation Foundations
A template for getting past no
- When you negotiate, you have to be ready to hear the word no. As I've said before, no signals the beginning of the negotiation, not the end. So I want to give you a simple template for working your way through and pass no. Party A asks for something specific. He anchors and frames his request. And Party B says some variation of the word no. Now, instead of defending and doubling down, Party A asks a diagnostic question to get underneath that no. Party B answers and gives a reason for his no. Now, Party A acknowledges Party B's answers by labeling or mirroring and Party A now has an understanding of Party B's interest and he can use that information to reframe his request. Now, let's take a look at this template as it gets put to use by Joe, a conference manager, and Adriana, an executive director of a nonprofit organization. - So I know we're eight months away from the event and only three months away from going…
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