Follow these four steps to a winning counter proposal! Step One: Restate their words exactly as they said them It seems to me that you are saying . . . What I hear is . . . . Step Two: Ask clarifying questions What is your greatest concern here today? What bothers you...
I thought that I would start by re-establishing my belief that the only way to really address what the other party wants and needs from you, and for you to get what you want and need from the other party is to talk in the language of interests. Interests are your...
