Collaborative Negotiation Framework
Negotiate with empathy
The Collaborative Negotiation Framework is based on the idea that effective negotiation is a collaborative process. It involves working with the other party to find a mutually beneficial outcome, rather than trying to win at their expense. This approach requires a deep understanding of the other party's needs, goals, and motivations, as well as the ability to build trust and rapport.
- The situation is the adversary, not the person across the table.
- Effective negotiation is collaborative, not adversarial.
- Building trust and rapport is key to a successful negotiation.
- Prepare for the negotiationResearch the other party's needs, goals, and motivations. Identify potential areas of agreement and conflict.Pro tipUse an accusations audit to anticipate potential negative emotions and get ahead of them.WarningDon't assume you know what the other party wants or needs without doing your research.
- Establish a positive toneUse a positive, collaborative mindset and tone of voice to set the stage for a productive negotiation.Pro tipUse a playful/accommodating tone of voice to promote collaboration.WarningAvoid using an assertive or aggressive tone, as it can create defensiveness.
- Use mirroring and labelingUse mirroring and labeling techniques to build rapport and understand the other party's perspective.Pro tipUse inquisitive inflection to convey genuine curiosity and interest.WarningDon't overuse mirroring or labeling, as it can come across as insincere.
- Ask calibrated questionsUse calibrated questions to change the power dynamic and force consideration of your position.Pro tipUse how and what questions to cultivate the illusion of control.WarningAvoid using why questions, as they can trigger a defensive posture.
A company is negotiating a contract with a supplier. They use the Collaborative Negotiation Framework to build trust and rapport, and ultimately reach a mutually beneficial agreement.
An individual is negotiating a salary increase with their employer. They use the Collaborative Negotiation Framework to build trust and rapport, and ultimately reach a mutually beneficial agreement.
Chris Voss developed this framework through his experience as an FBI hostage negotiator, where he learned the importance of building trust and rapport with his counterparts.