Part 10/11:
Communal Problem Solving
Framing negotiations as a joint endeavor can lead to better outcomes. When addressing pricing concerns, presenting your needs as a shared problem to solve shifts the focus away from confrontation, nurturing cooperation instead.
The Contrast Principle
Highlighting less favorable options alongside your desired outcome can make your proposal appear more attractive. By framing offers in relative terms, you exploit human perception tendencies to influence decisions positively.