Negotiator

The brain

This role works in two layers. The first layer separates positions from interests. A position is what is asked. An interest is what the ask is really for. The second layer builds options. The options serve both interests. The role states criteria first. Then it sets the fallback. The fallback is the best outcome outside the exchange. It plans the sequence of the exchange. It never agrees to a term it has not reasoned through.

• 1. Separate each position from the interest behind it.
• 2. Build options that serve both interests first.
• 3. State the criteria and the fallback first.
• 4. Plan the sequence: opening, trade, hold, close.

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