Swap Why for What to Keep Negotiations Collaborative
ABN Psychology lesson: restate "why" questions as "what" questions so counterparts explain constraints instead of [...]
Mirroring: Get Them Talking Without Pushing Back
Mirroring from the ABN Psychology module shows how repeating one to three key words as [...]
Your Position Is Not Your Target
Distinguishing between your position and your target opens more paths to value in negotiations.
Get to “That’s Right”: Confirming Real Alignment in Negotiations
Learn why hearing "that's right" from your counterpart signals you've identified their real needs - [...]
The Two Negotiations: Daily & Deal
Not all negotiations are the same. Distinguish between daily negotiations and deal negotiations to improve [...]
Anchoring: How the First Number Shapes Every Negotiation
The opening number creates a reference point that influences the entire negotiation. Learn the Anchoring [...]
Silence: Let the Other Side Reveal Their Real Position
Strategic silence after a significant proposal often prompts the other side to share constraints and [...]
Mutual Value, Not Compromise
Compromise feels like progress but often reduces value for both sides. The ABN approach focuses [...]
The Accusation Audit: Lead With the Hard Truth
Name the negatives before your counterpart does. This defensive tactic from the ABN curriculum clears [...]
Labeling: Acknowledging Concerns to Uncover Real Needs
Labeling helps surface unspoken concerns in negotiations by acknowledging the other side's perspective early, leading [...]