Two Negotiation Steps People Forget (at the Drive-Thru)!

Image There is a problem.  A lack of  aligned interests.  A need for a solution.  

Whether figuring out which drive-thru everyone in the car will accept or settling the terms of a divorce, there are two steps most people forget when attempting to get to a resolution.

“Everyone” remembers to figure out what they want, right?  But, too often, the self-interests trump all other considerations in trying to reach a compromise.  (Rookies.)

The two other steps – critical, strategic steps! – that are too often overlooked in getting to an acceptable middle ground are all about the other person/side’s perspective:

1.  What offer CAN the other person accept?

and

2.  What reason should they say “yes” to your offer?

When these two additional steps are taken, a party is far more prepared to get a deal that they want than attempting simply to get everything (wishful thinking) that they want.

So, how does this work in the real world?  On your road trip with the kids, you anticipate the “fast food stop.”  The next Interstate Exit has a Wendy’s, a Subway, and a Burger King.  You, the adult driver, want to run through the Wendy’s Drive-Thru…but know that the kids are Whopper Junkies.  

So, how are you going to phrase this to get them to see things your way?  Give your “phrase” to win the kids over in the comments section below.