The Schranner Concept®
Winning Negotiation Tactic #4: “Put the fish on the table”
The Schranner Concept encourages you to embrace the conflict and address it at the beginning – “put the fish on the table.”
After the agenda has been confirmed and the foundation for the negotiation laid out, the time has come to reveal the conflict:
• State clearly what you want.
• Say it in one sentence.
• Never justify yourself.
Next Thursday: Winning Negotiation Tactic #5: “I understand you”
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