Introducing NLP

Frame the negotiation as a joint search for a solution.
4. Clarify major issues and obtain agreement on a large frame. Dovetail outcomes, step up if necessary to find a common outcome. Check that you have the congruent agreement of all parties to this common outcome.
5. Break the outcome down to identify areas of most and least agreement.
6. Starting with the easiest areas, move to agreement using these trouble-shooting techniques:
Backtrack as agreement is reached in each area, and finish with the most difficult area.
C) Closing the negotiation:

What would have to happen for this not to be a problem?” or, “Under what circumstances would you be prepared to give way on this?” This is a creative application of the As If frame and the answer can often break through the impasse. You are asking the person who made the block to think of a way around it.

Interests that conflict at one level may be resolved if you can find ways of each party getting their outcome on a higher level. This is where stepping up enables you to

When you negotiate by seeking to dovetail outcomes the other people involved become your allies, not your opponents. If a negotiation can be framed as allies solving a common problem, the problem is already partially solved. Dovetailing is finding that area of overlap.

) Closing the meeting:
1. Check for congruence and agreement of the other participants.
2. Summarize the actions to be taken. Use the backtrack frame to take advantage of the fact that we remember endings more easily.
3. Test agreement if necessary.
4. Use a conditional close if necessary.
5. Future pace the decisions

Meeting Format Summary
A) Before the meeting:
1. Set your outcome(s) and the evidence that will let you know that you have reached it (them).
2. Determine the membership and agenda for the meeting.
B) During the meeting:
1. Be in a resourceful state. Use resource anchors if necessary.
2. Establish rapport.
3. Get consensus on a shared outcome and the evidence for it.
4. Use the relevancy challenge to keep the meeting on track.
5. If information is not available, use the As If frame.
6. Use the backtrack frame to summarize key agreements.
7. Keep moving toward your outcome, by using the Meta Model or any other tools needed.

this issue and it is clearly important to you. However, we agreed that this is not the place to discuss it. Can we meet later to settle thi

someone is disrupting a meeting or leading it seriously off track, you might say something like, “I appreciate that you feel strongly abou

Channel:
Visual: Need to see the evidence.
Hear: Need to be told.
Read: Need to read.
Do: Need to act.
Mode:
Number of Examples: Need to have the information some number of times before becoming convinced.
Automatic: Need only partial information.
Consistent: Need to have the information every time to be convinced, and then only for that example.
Period of time: Need to have the information remain consistent for

People who match will mostly notice points of similarity in a comparison. People who mismatch will notice differences when making a comparison.