Planning for Negotiations September 16, 2007

Summarize

Appropriate use of the summary:


In the face of a deadlock, where both parties seem to be becoming intransigent in their position, try summarizing, "Let's see what we have achieved so far……."


The purpose of summarizing is to show the other party that, even in the face of a conflict, we ARE moving toward an agreement.


When you are ready to close the negotiation and the other party seems to be dragging their heels, try summarizing all that has been accomplished, then suggest that it looks like a good agreement for both parties, ask for their agreement and close.


If the other party does not accept your closing gesture, immediately ask what it is specifically that is keeping them from saying "Yes". Isolate that objection, deal with that issue, summarize and close again.


-Jim Sauerwein

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