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Main Caveats:
1. Constantly seek the intention behind the behaviour.
2. Drill down seek the root cause.
3. Avoid counter proposals acknowledge and validate the proposal offered and seek
clarification before negotiation. Never assume you understand completely The map
is not the territory.
4. Anticipate likely objections in advance and work out possible solutions before you
meet.
5. Use 1st Person language to avoid accusatory statements.
Im sorry, Im not sure I get the full meaning on this point. Would you kindly
explain further to help me understand better.
Rather than: Well you didnt explain that very clearly, did you?
6.
Repeat significant expressions accurately to show that you have really heard what
has been said.
7. Always begin by stating your reasons first, then explain them in more detail, BEFORE
making a proposal.
This ensures that it is seen by the other negotiator that they are dealing with a
logical, personal interest and commitment to finding a deal, instead of just a deal
maker.
The reverse order, beginning with a proposal, tends to give the impression of
mercenary motivation and even aggression This is what I want, now give it to
me!
8. If you hit a brick wall i.e. stuck with no agreement
STOP what you are doing.
Generate at least three options for different actions.
Select best option and run with it.
Agreement Frame & The Negotiation Model
NLP Home Study Programme (V2.0) 2012 Juiced Concepts Limited
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AGREEMENT FRAME
The Purpose of The Agreement Frame
The Oxford English Dictionary defines agreement n. as: mutual understanding; covenant,
treaty; (Law) arrangement undertaken by and legally binding on parties; holding of similar
opinion; state of being harmonious.
One or both parties have chunked down into such specific details that they have
lost sight of the original intention of the negotiation.
As an office cartoon stated, When youre up to your neck in alligators, its difficult to
remember your intention was to drain the swamp!
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THE PROCESS OF
THE AGREEMENT FRAME
Firstly, the Agreement Frame aims to eliminate three negative auditory anchors that tend
to create resistance. When you read them, (given below), think about your response when
someone says them to you.
Secondly, the Agreement Frame trains your ear, getting you to listen closely. Listening
will help you to find some element (in the opposing persons views,) that you can agree
with, a way in to the negotiation process.
The three negative auditory anchors are: I understand, but and however.
1. Eliminate:
I understand.
But and
However
These words negate what went before. Thats a fair point but...
You make a good case, however'
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