Noa Sheer

The third approach is the one that carries the least risk and the one that maybe you're talking about in terms of your own personal style.

That is the interest-based approach to negotiation.

And lots of books cover this, but I don't think they do it well because there's never a step-by-step process.

It really is a two-step process if we think about it.

We must identify the interests of the other party, the real drivers and motivations.

And

And then we have to tie our request or our suggestion to that interest.

So you have a problem or there is a concern or there is something that's driving you.

What I'm suggesting is a solution to that.

Yeah, it's funny you should mention that because I've been working with real estate agents a lot in the recent past and still.

And my cousin actually reached out the other day to say, we've got an offer on our house.

How do we approach this?

Because we want a larger offer.

They've just given us the bare minimum.

Of course, there's always going to be a clash when we're negotiating over one item, which is price.

It's going to be very hard to pitch anything as in the interest of the other party because obviously this is a zero-sum game.

So when we want to use the interest-based approach, I've brought with me a whole planning book.

There is a process that I use, and this is what I call technical negotiation skills.

No longer soft skills.

Now there is a process with step-by-step tasks or prompts to make you really think about how to create that win-win outcome or the solution that will really appeal to the other party that gets you what you want.