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Disciplines > Negotiation > Three-Stage Negotiation > Open

Request | Explain | Offer | Example | See also

The process stages: Open - Bargain - Close

 

Request

Say what you want from the other person. Keep your description clear and unambiguous. Make it clear whether you want them to do something, allow you to do something, agree with something, just listen to you, tell you something, and so on.

Explain

It is often useful to explain why you want what you asked. This both helps the other person decide exactly what to give you and also can act to persuade them.

When the request is difficult to make, it can be preferable to justify the request beforehand, showing that you have a legitimate need. Early explanation of the problem you are trying to solve is also useful if you are not very clear yourself exactly what is needed.

Offer

Tell them what you will do in exchange for them fulfilling your request. If they are doing you a favor, you can still say how grateful you will be.

Sometimes the offer is to not do something -- for example when you make a threat to do something if they do not comply with your request.

Example

Request: Can you please go to bed now, with no complaints.

Explain: You've got school in the morning, and you need your rest.

Offer: I don't want to get cross again.

See also

Open (eight-stage process), Persuasive language

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