Gavin Presman

Ask yourself: ‘What could I do now to get my negotiation partner to openly acknowledge that we are both working positively towards a solution?’ What phrase would you use, whether in person, on the phone or by email, to get them to state that?

Having a collaborative attitude is key to this system, as anything else will lead to short-term gain and potential mistrust and will waste time and resources.

The tool is simple, a set of questions that get you thinking about who you are negotiating with