Blog Answer Key: Talking to your negotiation counterpart in a positive way

  1. Change “Why hasn’t there been any progress on the quality certification?” To “It appears that the quality certification is not progressing as quickly as we had envisioned. What challenges are getting in the way?”
     
  2. Change “These late deliveries are costing all of us our profit!” To “We all want profit to increase. What do you need to ensure the deliveries are made on time?”
     
  3. Change “Without a stronger guarantee clause in place, we can’t trust that you’ll deliver what was promised” To “We want to feel confident that all terms will be met. A stronger guarantee clause would provide us that confidence.”

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