Yanda's Negotiation Cheat Sheet

Listen intensely → demonstrate empathy + show a sincere desire to better understand what the other side is experiencing

Phrases to useWhat makes you ask?What about ____ is important to you?How can I help make this better for us?How would you like me to proceed?What is it that brought us into this situation?How can we solve the problem?What’s the objective / What are we trying to accomplish here?How am I supposed to do that?

Nefarious accusation: We’ve given you a fair offer Positive: I want you to feel like you are being treated fairly at all times. So please stop me at any time if you feel I’m being unfair and we’ll address it