Source: Tad James
Step 1: Identify each of the parties’ positions in the disagreement. #
Step 2: Make absolutely sure there is a chance for potential agreement. #
It’s important to make sure that both parties can come, each, to an independent decision. It means that there are no hidden power plays involved, as in one party that can use their contacts to force the hands of the other, regardless of mitigation.
Step 3: Start with the weakest end of the base position and work your way up (chunk up) until you’ve reached a point where you can no longer hold the original position. #
When the original position ceases to have any meaning, you’ve reached a conclusion.
Step 4: Separate the behaviors from the intentions. #
Assert a clear distinction between the two.
Step 5: Close with a precondition. #
“It doesn’t matter what we do, as long as you receive X or Y."