Frameworks · Social · 42

Interests first, anchor second

Know your walk-away. Find their why. Then make the first reasoned offer.

EPWe reviewed the research on it.Hard conversations

How to use it

For deals and partnerships: know your walk-away option, ask "why?" until you know what they actually need, invent two or three options that serve both sides, then make the first reasoned offer. First offers anchor the outcome.

How sure we are

E Evidence: built from practice. What works for coaches and practitioners. Labelled that way.

P Evidence: promising. Good studies, but small or few. Use it and keep checking.

Sources

Getting to Yes (practitioner) · Galinsky & Mussweiler 2001.

Not medical, legal or financial advice.

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More social frameworks

43 EContribution, not blameOpen with your part. Keep intent and impact apart.44 SThe manipulation inoculationSpot the fake tactic first, and it stops working on you.36 PListen to lower the wallsSummarise their view until they say "yes, exactly". Then talk.35 SReason plus choiceGive the reason and the choice. Bossy words make people push back.50 PThe receptive recipeAll four before any counterpoint.170 PSName the mistake, then make it rightFast, matched to the mistake, then fixed in public. Silence did worst.