Too often, we enter negotiations without a clear sense of what we really want. But the truth is, defining your deepest need—your true "why"—is the game changer that leads to stronger, more flexible, and more effective negotiations.
In my Negotiation Masterclass, we use a proven framework: AIMS©—Ambitious, Interests, Measurable, Specific. This approach helps you set objectives that are:
🔑 Ambitious: Reach for a high target, but stay grounded in reality to avoid unnecessary concessions.
❤️ Interests: Dig deep into your underlying needs, not just superficial wants. This is where flexibility comes in—knowing your "why" lets you explore creative ways to reach your goal.
📊 Measurable: Keep track of progress with tangible, assessable criteria—even for intangible values like trust and respect.
🎯 Specific: Clarity is key! A clear, simple objective keeps you focused, even when emotions or complexities arise in the heat of negotiation.
Join the only Online Negotiation Masterclass validated by Science, with a Business Science Institute Certification, and Unique Profiling and AI tools : www.inness.ch
Get the Book The Hidden Side of Negotiation
Dr. Stéphane Royer
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