Negotiation Framework Bundle

A collection of powerful negotiation frameworks and tactics shared by experienced dealmakers, focusing on collaborative problem-solving approaches rather than adversarial negotiations.

The "What Would Need To Be True" Framework

• Start by asking "What would need to be true for this deal to work?"
• Helps identify real sticking points and potential solutions
• Works across various contexts (fundraising, deals, personal situations)
• Reframes negotiation as problem-solving rather than conflict
• Reveals hidden opportunities or concerns not initially discussed

Same-Side Negotiation Approach

• Both parties sit on same side of table, facing the problem
• Shifts from adversarial to collaborative mindset
• Focus on solving shared challenges together
• Example: Instead of fighting over price, explore what makes price important to each party
• Helps uncover creative solutions beyond initial positions

Needs vs. Gives Table Method

• Create table listing what each party:
  • Needs to receive
  • Can give/offer
• Benefits:
  • Reveals asymmetrical values (easy for one party to give, valuable for other to receive)
  • Helps identify non-obvious trade opportunities
  • Makes negotiations more efficient by focusing on compatible exchanges

Strategic Silence Technique

• Key principle: "Negotiation is just who can bear to be uncomfortable longer"
• Tactics:
  • After making offer, stay completely silent
  • Let other party fill the silence
  • People often negotiate against themselves when faced with silence
  • Can use mute button on calls to force yourself to stay quiet
• Most effective when:
  • Making initial offers
  • Receiving counteroffers
  • Discussing sensitive terms

Common Mistakes to Avoid

• Talking too much during critical moments
• Ignoring non-monetary aspects of deals
• Focusing only on your own needs/perspective
• Breaking silence too quickly
• Not identifying what truly matters to other party