May 26 • 🎙️Podcast & Content Talk
DAY 139 c: THE LATERAL AND VERTICAL AXES OF NEGOTIATION
Folder ; *Negotiation/ Social Intelligence*
Today, we are going full war room with Negotiation.
What we are going to talk about are reasons or more structurally put layers of reasons.
Remember an episode where we talked about reasons behind reasons.
These reasons can be classified into what we will call
1)Lateral Reasons
2) Vertical Reasons
1) Lateral Reasons are the reason when someone says or seems to want this, but what they want or want to gain is entirely different.
2) Vertical Reasons are reasons where someone says or seems to want this but what they really want is a layer or couple of layers under what they want.
At every negotiating table or scenario, your job as a strategic player is to know or figure out the other parties'
1) Lateral Reasons
2) Vertical Reasons
And suggest and find solution or come to an agreement that is going to solve them while maintaining or extending your position
Because what people say they want on the surface is malleable when you look at their vertical and lateral reasons .
And most times, surprisingly, if all things being equal the other party softens up because his true wants or needs seem to be catered for.
So as a top negotiator, look for people's reasons behind their reasons,
Their lateral and vertical reasons.
In that way your creative negotiation juices flow.
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DAY 139 c: THE LATERAL AND VERTICAL AXES OF NEGOTIATION
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