Exchanging positions in writing.
WHY WRITING MATTERS IN NEGOTIATION
It creates a record, and it allows careful phrasing.
WHAT TO ESTABLISH BEFORE WRITING
What you want What you will accept What you will not
WHAT TO PUT IN AN OPENING POSITION
What you propose, specifically The reasoning What you need from them
WHY REASONING MATTERS
Positions with justification are harder to dismiss.
WHAT TO AVOID
Opening with your final position Vague language about flexibility Conceding before being asked
WHAT TO DO ABOUT CONCESSIONS
Make them conditional.
WHAT THAT SOUNDS LIKE
We can meet that price if the term extends to two years.
WHY CONDITIONAL
Unconditional concessions invite more.
WHAT TO NEVER DO
Make a concession and receive nothing.
WHAT TO KEEP TRACK OF
What has been conceded by each side.
WHY
It becomes unclear quickly.
WHAT TO DO ABOUT DEADLOCK
Separate the issues, and address the ones that can move.
WHAT TO AVOID IN TONE
Anything that requires the other side to lose face.
WHY
It hardens positions.
WHAT TO CONFIRM AFTER ANY CALL
What was agreed, in writing, immediately.
WHY IMMEDIATELY
Whoever writes it first frames it.
WHAT TO DO BEFORE AGREEING FINALLY
Read the whole package, not the last point.
