|
prev
1
2
3
4
5
6
7
8
9
10
next
download printable version (Word DOC)
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.
prev
1
2
3
4
5
6
7
8
9
10
next
Back to Index
Copyright © 2006 Lisa Bracken
June 2006 |
Copyright © 2006, The Negotiator Magazine |