NLP Negotiation Model

Neuro-Linguistic Programming has a powerful negotiation model that can be used for creating agreement between two parties with very different opinions. The process of negotiating is quite straight forward:

1. Gain rapport between both parties
2. Discover the positions of each of the parties in the conflict.
   1. Make sure agreement is possible.
   2. Make sure that both parties can make a decision.
3. Begin with one side (generally the least solid side) and Chunk Up the Hierarchy of Ideas until you get beyond the boundaries of what the position originally was. You will know this when the original position becomes meaningless. It is important to keep them associated while chunking up.
4. Chunk Up the other side using the same technique.
5. Separate intention from behaviour and use a conditional close such as:
   1. “So, if you get <highest intention of both parties> then however we do it is okay, isn’t it?”
6. Chunk both parties down only as quickly as you can maintain agreement.
   NB: If maintenance of agreement is not possible then chunk objecting party higher.

Agreement Frame

While using NLP in a Negotiation Context it is also important to use the Agreement Frame. The Agreement Frame is really powerful for creating and maintaining agreement by modifying several key words. Essentially the Agreement Frame means:

• Don’t use the words BUT or UNDERSTAND
• Use phrases like:
  • ‘I agree with you and…’;
  • ‘I respect your situation and…’; and
  • ‘I appreciate your position and…’.

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