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.
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.
What part of the deal does your counterpart seem most interested in?
When during your interactions does your counterpart seem most engaged? What are you talking about when that happens?
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.
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.
What seems to give your counterpart pause?
What worries does your counterpart express?
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.
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.
What internal games is your counterpart involved in? This could be with another department, the board, etc.
What external games is your counterpart taking part in? This could be with peers, competitors, etc.
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.