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Strategy
H.E.A.R.T.

Skills Tactics
L.E.A.N. C.L.E.V.E.R

Preparation
B.A.S.E.

Boston Negotiation Group Model

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B ✓ Team
✓ Objectives / Agenda (Task based)
✓ Process (Long-run)
✓
✓

A ✓ Culture Dynamics
✓ Time Dynamics
✓ Group Dynamics
✓
✓
✓

S ✓ Product specifications
✓ Service levels required
✓ Prices / offers.
✓ What is possible & what is not possible
✓ Limitations
✓
✓

E ✓ Competition
✓ Context
✓ Stake Holders / DMU
✓ BATNA
✓ Options / MESO
✓
✓
✓
✓

Preparation
B.A.S.E.
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L ✓ Deep Listening
✓ 80/20
✓ Listen to connect
✓ Listen to understand
✓ Let them feel heard
✓

E ✓ Emotional fitness skill

✓ Applied Empathy
✓ Empathy vs Sympathy
✓ Perspective taking
✓

A ✓ Act non-passively and non-aggressively

✓ Art of saying NO
Skills ✓ Ability to get your point across
✓
L.E.A.N.

N ✓ Non-verbal communications (7% / 38% / 55%)

✓ Mirror of inner feelings
✓ Postures / Gestures / Facial Expressions / Eye contacts
✓
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C ✓ Stay in control
✓ Objections (Questioning techniques)
✓ Clarifications
✓ Proactive vs Reactive
Do ✓
✓

L ✓ Priorities
✓ Reframing
✓ Relationships
✓ Time
✓ BATNA
✓ Options
✓
E ✓ Smile
✓ Trust
✓ Facts
✓ Anchoring
✓
✓
Tactics
✓
V ✓ Talk too much, too soon
✓ C.L.E.V.E.R.
✓
Don’t E ✓ Quick Deals
✓ Pressure tricks / Threats
✓ Manipulations
✓ Being Emotional
✓ Being Egoistic
✓
✓
R ✓ Freebees
✓ Panic
✓
✓
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Strategy

H.E.A.R.T.

H b4 ✓ Negotiators are Human first

✓ Separate PEOPLE from Problems
H ✓ Face the Problem NOT the People (Soft on People, Hard on Problem)
✓ My position / Your position
✓ Harvest is outcome of Human in agreement

E b4 ✓ Explore first on INTERESTS

✓ Find common interest / Sometimes they have multiple Interests
E ✓ Reasons for other’s offer, status, time, offer.
✓ Interest defines the Problem
✓ Identify Problem ask why? Reasons? / Point of view
✓ Deep Listening / Seek first to understand then understood
✓
A b4 ✓ It is you who should take first step
✓ It is about collaborative value creation and leading the process
A ✓ Don’t be afraid of be the first to offer
✓ Be incremental
✓ Giver’s take

R b4 ✓ Focus on Relationships and human connections

✓ Return or Result is a consequence
R ✓ Breaks down barriers
✓ Foundation for repetitive business cycles
✓

T b4 ✓ Trust is foundation of long-term value creation

✓ Take time to build up
T ✓ Know when to move forward in each step of the process
✓ End with summary to avoid trust busters