Negotiate in the other person’s seat

Negotiate from the understanding of what your ‘opponent’ wants.

Knowing what the opponent wants will allow you to manoeuvre around the negotiation landscape and find a ‘Win-Win‘ outcome.

The easiest way to find out what your opponent wants is to ask…Write is down in a shared area like a whiteboard and then work towards that outcome. If anything they say doesn’t match that target, check its still correct and carry on.

Knowing what they want is the key to keeping them in the negotiation and moving towards that ‘Win-Win‘ outcome