How we change what others think, feel, believe and do
Slice a larger deal up into a number of smaller complete deals.
Build smaller packages on which you can gain agreement.
You can take out the items that are difficult to agree and agree on the things on which you can get a good agreement. The difficult items may then be negotiated one at a time.
Gain clear agreement on each one before moving on to the next, possibly at another time.
Right, so you'll spend tomorrow digging the hole. Let's get back together when that's complete.
Look, we are not agreeing on the location, so let's first agree on the timescales.
If we sign the contract as is, we can add a contract variation later.
Slicing allows you to gain agreement in a situation where there may be a sticking point over which agreement cannot yet be gained.
Sometimes slicing a deal up just into two parts can be very helpful in achieving focus.
By breaking down the negotiation into lots of smaller negotiations, you may be able to get more for your money.