OPM 1 · Stanford · 1 of 3 in Negotiation & influence
Map interests and negotiate the whole package
Differences in priorities can create useful trades across price, timing, scope and other terms.
01 · The picture
Differences in priorities can create useful trades across price, timing, scope and other terms.
Follow the decisions
01Interests and constraints
02Different priorities
03Package of terms
04Compare alternatives
02 · The idea
How I understand it.
Before negotiating, list each side's interests, constraints and credible alternatives. Include short-term and long-term priorities. Rank the issues that matter to you, then explore what the other party values. Price, timing, duration, scope and payment arrangements can carry different importance for each side. These differences may support a package that creates more value than bargaining over one term in isolation. Compare the complete agreement with your best available alternative, including its costs and practicality. Keep your ambition and minimum acceptable outcome clear as the conversation develops. Test assumptions through questions and make unresolved concerns visible. People may also need to explain the deal to colleagues or other stakeholders, so present its reasoning clearly. Record the commitments in enough detail for both sides to understand what they will receive and provide.
03 · A fictional example
Put it into a business.
An events company wants a lower venue price. The venue needs predictable weekday bookings. They explore a series of dates with a booking deadline and agreed cancellation terms. Each side compares the arrangement with its alternatives and checks the operational risks. The resulting discussion covers available capacity, flexibility and certainty alongside the price of a single large event.
04 · Bring it into the room
Which term matters more to the other party than it costs you, and what useful exchange could that make possible?
One decisionOne next actionOne way to check
Where this note comes from
An original explanation drawn from my saved learning material. The worked example is fictional.