Goal
Think through best/worst case scenarios rather than just a BATNA, start with a high end goal and remain open to better things.
Summary
A few sentences on know facts. Why are you there? What do you want? What do they want? Why?
Labels/Accusation Audit: given the summary, anticpate how your counterpart feels about the facts.
Some template labels:
- It seems like _ is valuable to you.
- It seems like you don’t like _.
- It seems like you value __.
- It seems like you’re reluctant to _.
- It seems like _ makes it easier.
Calibrated Questions: prepare three to five questions to reveal value to you and you counterpart.
- Templates for value:
- “What are we trying to accomplish?
- How is that worthwhile?
- What’s the core issue here?
- How does that affect things?
- What’s the biggest challenge you face?
- How does this fit into what the objective is?
- Templates for behind-the-table:
- How does this affect the rest of your team?
- How on board are the people not on this call?
- What do your colleagues see as their main challenges in this area?
- Unearth deal killing issues:
- What are we up against here?
- What is the biggest challenge you face?
- How does making a deal with us affect things?
- What happens if you do nothing?
- What does doing nothing cost you?
- How does making this deal resonate with what your company prides itself on?
- Follow up labels:
- “It seems like __ is important.
- It seems you feel like my company is in a unique position to __.
- It seems like you are worried that __.”
Non Cash offers:
“What could they give that would almost get us to do it for free?”