The Negotiator Magazine

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Designing Your Presentation

8) Design your verbal presentation with phrases which contain your opponent’s expectations.

Language often contains inferences associated with a suggestion. When conversing with your opponent regarding a potential solution, you’ll want to control any free-ranging possibilities. Rather than ask what your opponent “wants”, ask them what they “need”. “Want” is open-ended and subjective; whereas, “need” is controlled and, therefore, immediately quantifiable.

Ask your opponent what they think is “fair” versus what they “expect”. Again, “expect” is open-ended and subjective.

These two fundamental questions framed within the context of “need” and “fair” achieve four important things. 

 

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June 2006