EVERYDAY-NEGOTIATION5 MIN READ
Climb from position to tradeable interests
Move from a stated position to underlying interests, options, and objective criteria.
Use the ladder when an everyday ask sounds stuck at yes/no. From demand to deal design Position The stated demand Need Alex all week Interest The need underneath Client confidence Options Different ways to satisfy the need Review, office hours, backup Criteria Fair test for the trade Risk level and launch date Anchor Specific package 90 minutes plus escalation cover Stuck surface demand
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