Negotiating Is Created In Their Thinking

We talk so much and it is all about us. We actually have an acronym for it – WIIFM (What’s In It For Me).

WIIFM needs to evolve to WIIFO. (What’s In It For Others)

* WIIFO involves getting to know “why” someone states something. It involves getting behind the statement to learn their deeper motivation.

* We are not successful negotiating against statements. Rather we negotiate successfully when we look for creative ways to meet their stated, or unstated, needs.

Elevator Story  

Several years ago, a very nice hotel in downtown Richmond, VA, had just completed a very expensive, major renovation on its entire facility. Over the next few months, they began to receive many complaints that the elevators were too slow. The Otis elevator team was called in and said, “No problem, we can get you a faster elevator. We’ll have to widen the shafts.” The hotel management said, “There is no way you are widening the elevator shafts, since we just completed a major renovation and we are not wrecking our hotel to install new shafts. We just want faster elevators!”

Tensions escalated between the hotel and Otis, and after many months of haggling, threatening and arguing, over faster elevators, a consultant for Otis, was called in to assess the options. Through interviews and discussion, it became clear that “faster elevators” was not the real need. That was only a positional statement to fix the real need. The real need was satisfied, happy hotel guests. Two months later, the problem was resolved, the complaints had stopped and the elevators were no faster. The fix was only a few thousand dollars. The Otis team placed mirrors in the elevator and on each floor, so people had something to do, while waiting for the elevators.

‘Their thinking’, gets to real needs, and allows us to come up with creative resolutions. We win when we stop digging in heels in order to look right, and open up the creativity chambers of our brains, to meet real needs. We need to ask ‘their thinking’ questions that require a more complex answer than ‘saving or making money.’

We need to ask questions that reveal the answer to “WHY?” Answers like….

“…so my guests are happy”

“…so I am not embarrassed”

“…to gain respect from my colleagues”

“…to maintain my current employment”

“…to support my kids”

“…to impress my new boss”

“…to feel less fearful”

“…to not appear weak or make a poor deal or decision”

“…so others don’t see me as unfair or dishonest”

Only in trusting relationships will we reveal these real human value needs. When we can get agreement to real needs for both parties – that is what we call creativity. When preparing to negotiate, please list out their wants and needs first. If we list our needs first, their needs simply look opposite of our needs. THEIR WANTS ARE NOT THE OPPOSITE OF OUR WANTS.

P.S. Best negotiators by far… Kids!

Negotiations are a balance of relationships and tasks. Kids have unconditional love and trust when negotiating with parents. The y-axis of relationships in negotiations is non-existent for kids and so they talk only from an x-axis of the task. They hold out for cookies, to stay up later, or for driving privileges with amazing tenacity, as the relationship of love is not in play.

We negotiate the ‘who’ in our life, balanced with the ‘what.’


  1. Jim–

    Long time. I’m thinking WIIFO refers to “Others:… not Otis… In which case, the customer lens is imperative in sales. We have seen so many “customer focused ‘xyz’ programs out there. But understanding the buyers and contributors to the DMT through their lens is key. Down to the professional and personal goals… where they get their information, who they trust… the Persona has evolved 10 fold+ since customer focused approach evolved “walk a mile in their shoes….” as we used to say in the Puzzle Palace. Great story that I have held with me for the last decade. definitely gives perspective to the way we approach and solve problems for others

    Hope all is great!


  2. Amoxil And Sandoz And Appearance Propecia Con Como Preparar viagra Viagra Versand Test Propecia Dermatitis

  3. Erectile Dysfunction Pills Amoxicillin Information Sheet Does Zithromax Cure Chlamydia where to buy cialis online safely Symptome Levitra

  4. Acquistare Levitra On Line cialis 5 mg best price usa Buy Levitra At A Discount

  5. Viagra Cialis Interaction cialis Viagara 40 Pills For 99$

  6. Buto Asma Inhaler viagra Propiedades Propecia Cialis Pas Cher Sur Paris

  7. This is really interesting, You’re a very skilled blogger. I have joined your feed and look forward to seeking more of your wonderful post. Also, I’ve shared your web site in my social networks!

  8. Levaquin Where To Order On Line Overseas Bentyl Without A Pres El Cialis Hace Efecto cialis 5 mg Propecia Dosage Hair Loss 5 Alpha Reductase

  9. Cialis China Paypal Isotretinoin Isotrex viagra Levaquin 750mg Cod Accepted Usa

  10. “Really informative blog.Thanks Again. Cool.”

  11. Dental Antibiotic Amoxicillin Protection How Long Amoxicillin And Leave And Body cialis Levitra Bucodispersable Prospecto

  12. I truly appreciate this blog. Really Cool.

  13. Hi, all is going perfectly here and ofcourse every one is sharing
    facts, that’s genuinely fine, keep up writing.

  14. Pretty nice post. I simply stumbled upon your blog and wanted to say that I’ve
    truly enjoyed surfing around your weblog posts. After all I will be subscribing on your
    rss feed and I hope you write once more very soon!

  15. This is really interesting, You are a very skilled blogger.

    I have joined your rss feed and look forward to seeking more of your fantastic post.
    Also, I have shared your site in my social networks!

  16. Vipps Pharmacy Selling Viagra Viagra Substitutes That Work Cialis Buy Propecia 5mg

  17. You definitely made your point!. canadian pharmacy viagra

  18. Appreciate you sharing, great blog post. Cool.. viagra prix

  19. Just a smiling visitor here to share the love (:, btw outstanding layout. can you get viagra without a doctor prescription

  20. Here are just a few categories, Super Market Ads,Airlines & Aircraft,Alcohol,Beauty & Hygiene,Books & Magazines,Candy,Cars,Celebrities,Clothes,Coke,Phone & Communication,. canadian pharmacy

  21. I think that is among the such a lot important info for me. And i’m glad studying your article. However want to statement on some normal issues, The site taste is wonderful, the articles is in reality nice : D. Excellent task, cheers. buy kratom

  22. Trump escalated his attacks on the whistleblower, demanding to meet his ‘accuser’ face to face. cialis 20mg

  23. Good day! I know this is somewhat off topic but I was wondering if you knew where I could locate a captcha plugin for my comment form? I’m using the same blog platform as yours and I’m having difficulty finding one? Thanks a lot!

  24. I simply couldn’t depart your web site prior to suggesting that I extremely loved the usual info a person supply in your guests? Is gonna be back frequently in order to inspect new posts

  25. With thanks, I enjoy this! pharmacy online prescription

  26. This is nicely said! ! buying cialis online safe.

  27. Cheers. Quite a lot of postings.. viagra cialis 20mg prix en pharmacie

  28. Seriously lots of fantastic tips. generic viagra online reviews viagra generic

  29. Regards. A lot of stuff.. buy generic viagra

  30. free drug rehab st louis mo christian rehab centers in pa meth skin treatment

  31. Cheers. Numerous content. stores that sell cbd oil

  32. Really tons of fantastic knowledge. viagra en ligne livraison 24h pharmacie en ligne

  33. Thanks. Plenty of stuff. cheap cialis

  34. Alcohol Outpatient Alcohol Rehab Cost ÿþ< Alcohol Outpatient Substance Abuse Powerpoint

  35. Substance Abuse And Domestic Violence Prevention Of Alcohol Abuse ÿþ< Alcohol Group Therapy Medical Rehab Centers

  36. Outpatient Drug Rehab Programs Free Outpatient Rehab ÿþ< Drug Rehabilitation Drug Treatment Programs Near Me

  37. You actually mentioned it effectively! viagra sans ordonnance viagra sans ordonnance

  38. Alcohol Treatment Free Rehab Facilities Near Me ÿþ< Best Rehab Centers Near Me Local Drug Rehab Centers

  39. Inpatient Drug Treatment Near Me Suboxone Treatment Centers ÿþ< Local Alcohol Treatment Centers Outpatient Drug Rehab Programs

  40. Seriously plenty of awesome knowledge. canadian pharmacy

  41. Teen Substance Abuse Meth Rehab Centers ÿþ< Alcohol Recovery Near Me Free Rehab Facilities Near Me

  42. Methadone Program Long Term Drug Rehab Near Me ÿþ< Drug Rehab For Men Best Rehab Centers

  43. Drug And Alcohol Rehab Centers Near Me Inpatient Drug Treatment Near Me drug rehab near me Methadone Treatment Inpatient Drug Rehab Centers

  44. Drug Rehab In Stress And Substance Abuse drug rehab near me Drug Rehabilitation Programs Inpatient Alcohol Rehabilitation

  45. You actually said this very well. viagra samples problems with fake viagra

  46. You revealed that fantastically! viagra generic name

  47. Whoa loads of very good info! viagra generic

  48. Thanks. An abundance of stuff. viagra without a doctors prescription nhs price for viagra

  49. Samhsa Programs Drug Rehab Centers Near Me Inpatient Alcohol Rehab Centers

  50. I’m Rosemary and I live in Vallingby.
    I’m interested in Dramatic Literature and History, Kart racing and Russian art.
    I like to travel and watching Bones.

  51. Drug Treatment Drug Rehab Alcohol Rehab Centers Near Me

  52. can you buy viagra cvs painkillers online with next day delivery how to buy cialis in uk

  53. safe to order viagra online cialis online buy cialis today

  54. where can i buy a viagra cheap cialis viagra on sale

  55. cheap viagra no rx levitra buy generic

  56. buy levitra online canada cheapest cialis in canada

  57. It’s exhausting to seek out educated folks on this subject, however you sound like you recognize what you’re talking about! Thanks

  58. universities for medicine in usa cannabis sativa oil where can i buy cbd oil

  59. buy cheap cialis today viagra no doctor prescription buying viagra plus next day delivery

  60. buy viagra greece – sildenafil viagra sale over counter uk

  61. buy levitra canada – cheap zithromax levitra to buy uk

  62. buy viagra online canada no prescription – buy alaren discount cialis 20 mg

  63. discount cialis online canada – viagra online cheap viagra overnight

  64. buy levitra in mexico – cheap kaletra buy cialis shoppers drug mart

  65. buy cialis cheap generic – aralen viagra sale karachi

  66. cialis buy uk online – buy kaletra online best place to buy viagra online generic

  67. drug medicine viagra commercial viagra without prescription

  68. home page home page – kaletra generic cheap cialis viagra online

  69. levitra for sale in uk – cialis 20 mg best price how to buy levitra

  70. cheapest generic cialis canada – buy hydroxychloroquine online buy cialis las vegas

  71. buy cialis prescription online – buy zithromax best site to order viagra

  72. generic cialis cheapest price – buy generic kaletra buy cialis online cheapest

  73. buy viagra online japan – herbal viagra how safe is it to order viagra online

  74. viagra
    buy cialis super active online

  75. viagra without doctor prescription
    cialis professional for sale

  76. viagra without doctor prescription
    buy levitra from canada

  77. cheap viagra
    buy viagra cialis or levitra

  78. sildenafil
    buy cialis with dapoxetine

  79. generic viagra
    cheap viagra soft tabs

  80. BEST PRIVATE PROXIES – Best good, Almost limitless bandwith, 1000 mb/s superspeed, 99,9 uptime, Un step by step IP’s, Little utilising restrictions, A wide range of subnets, USA or even The eu proxies – Buy Presently –

  81. viagra without a doctor prescription
    viagra super force 100mg 100mg pills

  82. generic viagra
    levitra buy online no prescription

  83. generic viagra 100mg
    buy levitra vardenafil

  84. the affordable healthcare act aralen (chloroquine) 500mg

  85. generic viagra
    order generic cialis online

  86. generic viagra
    buy viagra in canada

  87. generic viagra 100mg
    what cialis pills look like

  88. viagra
    order viagra canada pharmacy

  89. viagra pills
    cialis for sale in manila

  90. Like!! I blog frequently and I really thank you for your content. The article has truly peaked my interest.

  91. payday loan usa loans

  92. obamacare health insurance buy viagra

  93. cialis erections generic cialis

  94. cost of cialis buy generic cialis

  95. charlotte’s web cbd oil for sale
    cbd distillery

  96. cost of viagra 100mg

  97. generic viagra prices

  98. cbd oils for sale
    cbd oil

  99. real cialis online with paypal

  100. viagra vs cialis

  101. Thanks so much for the post.Much thanks again. Really Cool.

  102. Excellent blog Hera! Besides your website dozens up really dissolute!
    What innkeeper are you victimisation? Backside I stick your associate liaison
    to your horde? I compliments my vane place pie-eyed up as cursorily as yours lol

  103. Excellent web log here! Besides your site rafts up very firm!
    What master of ceremonies are you using? Rump I father your consort tie in to your legion?

    I wish well my WWW land site wet up as speedily as yours lol

  104. viagra without a doctor prescription 150 mg
    otc viagra

  105. cost of viagra per pill
    hims viagra

  106. online pharmacy: viagra vs cialis bodybuilding

  107. Знаете ли вы?
    Новый вид пауков-скакунов был назван по имени писателя в честь юбилея его самой известной книги о гусенице.
    По выбору Утёсова дорога на Берлин шла то через Минск, то через Киев.
    Каждая шестая яркая галактика во Вселенной очень сильно испускает газы.
    Художник-карикатурист известен пародией на мунковский «Крик».
    Преподаватель нескольких университетов, попавший в сталинские лагеря, и там умудрился обучать математике на куске мыла.


  108. online pharmacy: cvs prescription prices without insurance

  109. In fact no matter if someone doesn’t know afterward its up to other viewers that they will help, so here it happens.

  110. wonderful publish, very informative. I ponder why the opposite experts of this sector do not
    realize this. You must proceed your writing. I am sure, you’ve
    a great readers’ base already!

  111. Do you have a spam issue on this blog; I also am a
    blogger, and I was curious about your situation; we have
    developed some nice procedures and we are looking to swap techniques
    with others, why not shoot me an email if interested.

  112. Знаете ли вы?
    Американский лейтенант из конвоя PQ-17 был спасён советским танкером и наладил его оборону от авианалётов.
    Убийца с руками-клешнями избежал тюрьмы, но позже сам был убит.
    Жену Генриха VIII на суде защищал посол Священной Римской империи.
    Преподаватель нескольких университетов, попавший в сталинские лагеря, и там умудрился обучать математике на куске мыла.
    Будущего чемпиона Европы по боксу в детстве одновременно дразнили «хохлом» и «москалём».

  113. generic viagra: buy cialis

  114. buy cialis: buy generic cialis

  115. buy generic cialis: buy generic cialis

  116. Thanks a lot for the post.Really thank you! Much much viagra should i take the first time

  117. Thanks so much for the post.Really thank you! Great.

  118. cialis coupons printable: generic cialis bitcoin

  119. real cialis without a doctor’s prescription: buy cialis

  120. Very good info. Lucky me I found your website by chance (stumbleupon). I’ve book marked it for later!

  121. Знаете ли вы?
    Кустурица пропустил получение «Золотой ветви» в Каннах, так как любит друзей больше, чем церемонии награждения.
    Копенгагенский собор пришлось выстроить заново после визита англичан в 1807 году.
    Бразильский дипломат принимал непосредственное участие в создании государства Восточный Тимор.
    «Голова крестьянина» хранилась в доме у немецкой актрисы.
    Ливийский диктатор пытался спасти от казни премьер-министра Пакистана.


  122. viagra coupons 75% off: viagra coupons 75% off

  123. over the counter viagra: viagra pills

  124. a7a611 tipos de viagras

    online viagra

  125. google buy hacklink and watch porn.

  126. 228331 livraison rapide de cialis

    inexpensive cialis in gta

  127. generic viagra pills

  128. – generic cialis tadalafil 20mg

  129. hacklink satın al ve porno izlemek için en iyi site.

  130. prescription drugs buy generic ed pills online

  131. Enjoyed every bit of your post.Much thanks again.

  132. generic viagra: generic viagra india

  133. I saw a lot of website but I believe this one holds something extra in it in it

  134. – canadian order diflucan online

  135. reference content useful source

  136. – buy valtrex without a prescription

  137. helpful hints I was reading this see this page

  138. – paxil headache

  139. – paxil for depression

  140. understanding that guy read review

  141. site web More Help

  142. most reputable cbd oil supplier

  143. advice try these guys go to these guys

  144. visit homepage navigate here learn this here now

  145. their website company website website

  146. Do you have any video of that? I’d want to find out
    some additional information.

  147. I got this web site from my buddy who informed me about
    this website and now this time I am visiting this web site and reading
    very informative posts at this time. adreamoftrains web hosting providers

  148. What’s up, constantly i used to check web site posts here early in the
    dawn, since i enjoy to learn more and more.

  149. – cbd oil for pain at walmart

  150. – most reputable cbd oil supplier

  151. I simply want to say I am newbie to blogging and site-building and seriously enjoyed you’re blog. Likely I’m planning to bookmark your blog post . You actually come with tremendous articles. Kudos for sharing with us your blog site.

  152. – buy levitra online

  153. – generic levitra vardenafil

  154. – cheap pills online

  155. – erectile dysfunction pills

  156. canada ed drugs – discount prescription drugs

  157. cialis without a prescription cialis no prescription

  158. п»їthesis good thesis writing thesis topic

  159. cialis online no prescription buy cheap cialis

  160. buy cheap prescription drugs online – ed meds online without doctor prescription

  161. purchase cialis tadalafil best price

  162. what is tadalafil cialis coupon

  163. tadalafil liquid buy cheap cialis cialis 10mg

  164. buy tadalafil online cialis pill tadalafil 20mg

  165. does viagra work viagra online viagra prescription online

  166. cialis tadalafil cialis tadalafil tadalafil liquid

  167. buy online viagra buy generic viagra lowest viagra price

  168. viagra pharmacy generic viagra 100mg

  169. cialis 20mg cialis professional cialis price

  170. viagra – prescription drugs

  171. best dissertation writing a dissertation dissertation statistics

  172. cheap custom essay papers cheap essay writer

  173. dissertation paper writing a dissertation

  174. custom written papers pay to write paper write my paper for cheap

  175. custom essay writing toronto cheap custom essay writing custom essays toronto

  176. cheap custom essays paid essay writers

  177. where to buy college research papers purchase research paper research paper services

  178. scholarship essay writing service essay custom top essay writing services

  179. thesis statistics help best thesis writing services thesis writing help uk

  180. doctoral thesis help thesis editing

  181. ed meds online without prescription or membership – over the counter ed medication

  182. buy cheap essays pay for essay cheap order cheap essay online

  183. best ed drugs – ed clinics

  184. canadian pharmacy canadian pharmacy physical characteristics and health risks of binge eating disorder

  185. viagra generique livre sous 48h cialis cialis sans ordonnance

  186. viagra coupon: viagra prices

  187. payday loans online 5 minute approval payday loans online aqua finance

  188. kamagra recommended dosage kamagra 100 mg web medicine erfahrung mit kamagra

  189. viagra dotteren viagra generic videos youtube viagra

  190. ventolin buy canada ventolin 6.7g

  191. buy prednisone without prescription paypal cost of prednisone 40 mg

  192. General Dope Fro this offshoot
    canadian pharmacy

  193. lasix tablet furosemide 40 mg

  194. Oleg Yeromchenko is a pure example through despite all those who consider cancer patients hopeless. viagra dosage viagra urdu information

  195. neurontin 300mg caps gabapentin generic

  196. However, 2 months after discontinuation of the cure, the survey showed adversary dynamics. online prescription for viagra

  197. prix viagra pharmacie toulouse canadian generic viagra does viagra help you to last longer

  198. payday loans loan online: payday loan mortgage loan suspended

  199. canadian pharmacy generic viagra – cheap viagra online

  200. generic cialis – cost of cialis

  201. primary doctors in my area where can you buy viagra online using paypal : generic viagra india

  202. viagra price – viagra generic

  203. – walgreens price for cialis 20mg

  204. cialis leg muscle pain – cialis online cialis patient review

  205. – cialis in canada

  206. Accustomed Information Fro this offshoot cialis generic

  207. – generic amoxicillin

  208. – amoxicillin 500mg price canada

  209. cheap viagra how to take viagra viagra

  210. cialis pill cialis pill viagra vs cialis

  211. Non-specific Dope Here this by-product canadian drugstore

  212. cialis 10mg buy cheap cialis cialis without prescription

  213. What’s up, after reading this remarkable piece of writing i am too cheerful toshare my knowledge here with colleagues.

  214. Accustomed Dope Fro this outcome vardenafil

  215. cialis prescription cialis canada cialis 20mg

  216. Hmm it appears like your blog ate my first comment (it was extremely long) so I guess I’ll just sum it up what I had written and say, I’m thoroughly enjoying your blog. I too am an aspiring blog writer but I’m still new to everything. Do you have any suggestions for inexperienced blog writers? I’d genuinely appreciate it.

  217. – propecia 5mg sale

  218. viagra patent expiration date cheap viagra uk real viagra for sale

  219. cialis 10mg boite de
    cheapest brand cialis
    buy zovirax tablets online Dredy reurb

  220. otc viagra viagra alternative buy viagra online

  221. what can i take to enhance cialis how long does cialis take to work cialis for sale

  222. pharmacy viagra womens viagra canadian viagra

  223. cheap viagra 100mg brand name viagra natural alternatives to viagra

  224. Global Message Fro this product levitra

  225. buy tadalafil 20mg price tadalafil 20mg tadalafil generic

  226. General Message About this by-product levitra generic

  227. Non-specific Message Far this by-product cialis

  228. canadian online pharmacy viagra: where to get viagra

  229. Non-specific Message Far this by-product levitra generic

  230. Global Low-down About this product cialis

  231. Global Dope Far this offshoot ventolin

  232. tadalafil 20 mg cialis tadalafil cialis soft

  233. fastest delivery cialis

    cialis professional
    cialis tablete nuspojave Dredy reurb

  234. goodrx viagra: buy viagra online usa

  235. Excellent blog here! Also your site loads up fast! What host are you using? Can I get your affiliate link to your host? I wish my site loaded up as quickly as yours lol

  236. Non-specific Low-down Far this outcome cialis generic

  237. Accustomed Low-down Here this offshoot albuterol

  238. herbal alternative viagra cheap viagra buy discount viagra online

  239. over the counter viagra generic viagra online for sale viagra online

  240. how to avoid cialis side effects generic for cialis difference between viagra and cialis

  241. does viagra work price of viagra viagra tablets

  242. warnings for cialis: cialis generic

  243. buy cialis without prescription cialis online buy cheap cialis

  244. Global Low-down About this offshoot ventolin

  245. Non-specific Dope About this outcome cialis generic

  246. – what is the best ed drug

  247. electile dysfunction
    online pharmacy

  248. – cheapest ed pills online

  249. Accustomed Information Here this outcome cheap cialis

Leave a Reply