The next time you negotiate something, make sure you’ve clearly articulated what you want and need.

Check the other party’s understanding, and ask the person to repeat these items back to you.

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If necessary, repeat and clarify your wants and needs, being as specific as possible to remove any remaining ambiguities.

Then do the same in reverse. Say, “Here’s my understanding of what you want and need… Is that correct?”

Repeat the process until both of you are satisfied that ambiguities have been removed and all gaps in understanding are closed.

Excerpt from The Transformative Negotiator: Changing How We Come to Agreement from the Inside Out. Unhooked Books


About Michèle Huff, J.D.

Michèle Huff is an attorney who has negotiated on behalf of Fortune 500 companies, including Oracle Corporation, Sun Microsystems, and Canal+ and start-up companies including Kalepa Networks and Cinnafilm. She has also negotiated on behalf of hundreds of individual clients and manages the Archer Law Group, a firm specializing in protecting and licensing creative properties. Since 2008, she has been the University of New Mexico’s lawyer for research, technology and intellectual property. She negotiates agreements with industry, academic institutions, and governmental agencies on a regular basis. Michèle has taught intellectual property and licensing at the University of New Mexico’s School of Law, and has led negotiation workshops for local community foundations, technology venture associations, and business incubators. In May, she co-presented a session on Transformative Negotiation at NBIA’s 28th International Conference on Business Incubation in New Orleans. She was named one of Albuquerque Business First’s 2014 Women of Influence.

To view Huff's book, "The Transformative Negotiator," visit this link: