This very simple strategy creates a strong framework for both negotiation and clear agreed outcomes. It can be used for both small and large issues.

1. Commonality
We both want… (state outcome)

2. Understanding
I understand that…
(express what you know about their needs)
You understand that…
(express what your needs are)

3. Plan
Let’s make a plan 1.
2.
3.
Use a 3-step plan as Your baseline

Establish Commonality
Clearly state what the commonality is. Starting with ‘we both want’ is key
“We both want this sale to go through” “We both want this work to be completed” “We both want what’s fair and reasonable” Establish a clear mutual understanding
Use clear short statements to establish understanding. If you need to repeat the process add in other ‘understandings’ to make your point. This mutuality is crucial
Plan
Again make this clear and to the point
A 3-step works really well and should always be your starting point.
Repeat
Stick to the framework even if the other person diverts off in another direction
This takes some focus but with practice it works!

Task
Practice this once a week with different scenarios until you are an expert