The Key Phrases that work in Negotiation

Techniques	When	Phrase
1st- PASs©	You make a proposal	Let me make a proposal...
	You receive a crazy offer	How am I supposed to do that?
	You do not receive a reply to your proposal	Let me repeat my proposal because there is one point on which I would like to be heard...
ACDC©	If the discussion degenerates	What got us into this situation in the first place? I am sorry for the situation23.
AIMS©	To be sure of your Ambition	Does my goal reflect my real ambition?
	To find your Intention	What is the deep need I am pursuing with this goal?
	To check if Specific	Is my goal understandable to a child?
	To check if Evaluable	Can I evaluate my objective at any time?
MAP©	To start with an anecdote	It reminds me of this story... Have I ever told you about...
BASE©	Get to know your BASE©.	What gives me a sense of security or emotional stability? What can I do to achieve emotional security?
FRAMING©	To control Decision Criteria	We propose that the decision criterion be based on the X and Y indicators from the Z standard.
	To control the Agenda	We are here today for the X agenda, and we have an hour to make a decision. The bottom line is access to resources on time.
	To control Delay	Whatever happens, we will have to make a decision before X
	To control the Rules	Can we agree on a principle: all decisions must be taken unanimously?
	To control Anchoring	We are prepared to offer you a price of X for Y's service over a period of Z. What do you think?
	To control the Type of negotiation	We are here to work with you on a solution
	To control the Location	We invite you to our offices tomorrow at 11 a.m. to discuss the problem.
What...if	Propose another point of view	Tell me if I am wrong, and if...
	Make a counterproposal	What if, instead, I suggest you extend your service to another department?
	To increase the value	How about extending the current agreement by a year?
	To say No	I can see the appeal of your proposal...why do not we consider... What if I told you that my daily rate is 3,000 euros per day?
	To manage a potentially offensive offer	And if we could not agree to your proposal, what would the consequences be? And if I told you that in theory our price was XXX, how would you react?
	To test options or issues	Tell me if I am wrong, what would you say... And if you had to choose between reducing risk by 5% and reducing cost by 5%, which would you choose?
	To test Solutions	What would you say if we could implement solution X?
If...Then		Our concern is fairness... If you increase your orders by 15%, I will be happy to give you the 5% discount you are asking for. If you offer me 10 days of training for my users, then I can sign your proposal. We have agreed on these terms, so what would you say if I revised our agreement downwards?
Connection	Encouraging collaboration	What do you do when you have a little time for yourself? It is a pleasure to talk to you8(p64) I want you to feel that you are always being treated fairly, so do not hesitate to stop me if you feel I am not being fair, and we will talk about it again. 23(p125)
	Label	You seem preoccupied
	Preparing an emotion	I have a proposal to make, but it may provoke astonishment on your part. May I try? I might accidentally say something inappropriate. Every time I make a mistake, could you give me some advice? 33(p19) I might accidentally say something inappropriate. Every time I make a mistake, could you give me some advice? 33(p19)
CREAT©	To start writing	I propose to materialize our solution with the help of... Let me summarize our points...
	Encourages problem-solving	How can we solve this problem? How would you suggest we proceed?23
FOCAL©	To get people talking	Yes, I see, I understand...
	To reformulate	Let me rephrase in my own words... Let me get this straight...
Parameters and Options	To find Settings	How much room for maneuver do I have?
	To find Options	What simple things could I ask for?
BAITS©	Because...	I suggest...because...
	Authority	According to environmental legislation, we are supposed to...
	Truth	I offer you this rate because it is the same for all our customers.
	Stability	This contract was validated last year, and I propose that we keep the same version.
	Reacting to an argument	Let me show you where I am having trouble following your reasoning8(p62) Tell me if I am wrong, but...8(p59)
PITCHES©	You want to collect information	What is important to you?23(p154) May I ask you a few questions to check that my facts are correct?
	Questioning Power	What is the balance of power? Who has the power to negotiate?
	Looking at Individuals	Who can damage the agreement? How do we deal with this? Who are the decision-makers/influencers? In which fields? Who should be involved? And when? Who will implement the agreement? Is it involved? What are the relationships between the people involved? What is the public position?
	Questioning Time	For whom does time play? How can we overcome the pressure of time?
	Questioning data collection	What market figures and standards are available?
	Questioning history	What are your past commitments?
	Questioning the stakes	What are the obstacles between the situation and my goal?
	Questioning Solutions	What is the party’s fallback solution?
Questioning	Request more information	May I ask you a few questions to check that my facts are correct? 8(p61) What is important to you? 23(p154)
	Use what	What is your objective? Who decides? What steps can we take to move forward?
	How to use	How do you see things? How can you accept our offer?
	Using the reverse “why”	Why do you want this contract? Why would you do business with us?
Contingency	You are challenged on confidence	Trust is not the problem; the problem is the principle.8(p60)
Empathic-Reformulation©	Reformulate	When I observe [Observation], you feel [Feeling], because you need [Need].

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