There are 4 concepts and 3 pillars to know in negotiation.  The 4 concepts are “The What” and the 3 pillars are “The How”.


The Negotiation Grid looks simple on the surface so let’s take a closer look.

The 4 basic concepts:

  • Concept 1 –  Want: The best deal you could hope for. We are talking big hairy ambitious goals.  Don’t worry about not reaching what you want, it only matters that you are aiming for it.  Aim high, you may be surprised when you get it.
  • Concept 2 – Need: This is the minimum you can accept.  Less than this, walking away is better than making a deal.  Think, would I feel ok to tell my partner (personal or professional) about the deal? if the answer is no, you are below your “need”.
  • Concept 3 – Backup: The fallback position when everything else fails. Probably the most important info to have, yet the information that most people do not have.  Create one, at all cost. Even a “bad” one is better to not having anything
  • Concept 4 – Win/Win: Two options. There is a zone or there is not. If there is, congratulations you will make a deal, make it the best you can.  If there is no zone, understand if you can create one, change your perspective, build new options.  Otherwise, embrace the idea that “no deal is better than a bad deal”.

The 3 pillars:

  • Pillar 1 – Reflection: Knowing what these 4 concepts are for you.
  • Pillar 2 – Discovery: Learning what these 4 concepts are for others.
  • Pillar 3 – Influence: Finding out how to influence other people 4 concepts.

Once you master these 4 concepts and 3 pillars, you will be an expert negotiator.  What’s the catch? well, there are many sub-concepts and sub-pillars. You probably won’t master them all, but the more you know, the more you will get what you deserve.

We will explore the sub-concepts and sub-pillars in our blog.  We will not stop there.  We will build a community, one where we exchange and learn from each other.  Does not matter how much you know, you can always learn more.  So look out for my webinars, 1:1 exchanges and weekly blog posts.