Motivations Checklist

Use the checklists below to uncover as many of the motivations that drive your counterpart as possible. This will help you craft your offer and the deal to match what they feel strongly about.

Passion

The passions of your counterpart show you what parts of the deal they are most excited about. Try to allow them to keep as much of their passions as possible.

Interest
What part of the deal does your counterpart seem most interested in?


Engagement
When during your interactions does your counterpart seem most engaged? What are you talking about when that happens?


Pride
What part of the deal or their offer does your counterpart seem to take the most pride in?


You will best find the passions of your counterpart by listening actively.

Concern

The concerns of your counterpart show you what parts of the deal they have the most doubts about. Try remove as many of these as possible.

Hesitancy
What seems to give your counterpart pause?


Worries
What worries does your counterpart express?


Fears
What fears does your counterpart share or exhibit about your offer and your deal?


You will best find the concerns of your counterpart by listening actively and asking open ended questions.

Game

The games your counterpart is taking part in shows you what they feel like they are competing for. Try to allow them to win as much as possible.

Internal
What internal games is your counterpart involved in? This could be with another department, the board, etc.


External
What external games is your counterpart taking part in? This could be with peers, competitors, etc.


Personal
What personal games is the person your are negotiating with involved in? This could be with a co-worker, a boss, etc.


You will best find the passions of your counterpart by doing fully understanding the context and  listening actively.