When it comes to negotiations, how you present a proposal can be just as important as what you’re proposing.
Here are six ways to frame proposals that will build trust, reduce defensiveness, and keep the conversation focused on solutions and not conflict.
- Summarize the proposal about to be made; what is new, what has changed, and what can be agreed to
- Explain the problem the company is trying to solve in its proposal
- Keep the summary clear and concise
- Highlight mutual benefits, if any
- Use objective data to support your proposal or give examples of problems that have occurred in the past
- Frame it as problem-solving, not a demand