Create More Options Before You Decide
Practical ways to create more options before you decide, because the best deals are often found by inventing choices.
Brainstorm before you bargain. More options, better agreements.
10 tips that really help
These ideas come from Never Split the Difference (Chris Voss), Getting to Yes (Roger Fisher and William Ury), Start With No (Jim Camp), and everyday practice. The first six help the most. Pick one and try it today.
More options make better deals
Creating several possible solutions before choosing helps you find creative agreements.
Brainstorm first.
Separate brainstorming from deciding
Allow ideas to flow without judging them, then choose later.
Set rules.
Look for mutual gains
Search for options that benefit both parties.
Mark them.
Consider unusual combinations
Mixing price, timing and scope can lead to surprising solutions.
Try combinations.
Ask what would be a perfect outcome for them
Learning their ideal helps you design a practical middle.
Ask it.
Use a whiteboard or notes
Writing ideas down keeps focus and records progress.
Capture each option.
Evaluate options against interests
Check each idea against both sides’ needs.
Score them.
Do not rush to choose
Pausing to generate more options often leads to better solutions.
Take your time.
Pick the best and test it
Choose a promising option and examine details.
Move forward.
Invent before you decide
Fisher and Ury urge creating options for mutual gain.
Try it.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“What if we tried this?”
“What other ideas could work?”
“Could we mix those two?”
“Let us note ideas and judge later.”
“Which one feels best?”
“Thank you.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Set aside time for options
Brainstorm without judging
Invite their ideas
Combine ideas
Evaluate later
Choose together
Review
Further reading
- Never Split the Difference (Chris Voss)
- Getting to Yes (Roger Fisher and William Ury)
- Start With No (Jim Camp)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
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Start freeThese lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.
More lessons in “Negotiate Without Fear”
Keep going. Small steps every day make a big change.
← Previous: Separate the Person From the ProblemNext: Use Fair, Objective Standards →
- Know Your Goals and Your Limits
- Find Your Best Alternative
- Research Their Needs and Pressures
- List What You Can Give and What You Need
- Set Your Opening Position
- Plan Your First Three Sentences
- Decide Your Walk-Away Point
- What They Say vs What They Need
- Ask "Why Is That Important to You?"
- Look for Win-Win Trades
- Separate the Person From the Problem
- Create More Options Before You Decide
- Use Fair, Objective Standards
- The Pie Is Bigger Than You Think
- The Power of Calm
- Let Them Say "No" First
- Open-Ended "How" and "What" Questions
- Use "How Am I Supposed to Do That?"
- Mirror and Pause
- The Late-Night FM DJ Voice
- Let Them Talk Themselves Into It
- Never Give a Discount for Free
- Trade, Do Not Just Give
- Hold Your Price With Confidence
- Respond to "That Is Our Budget"
- Use Odd and Precise Numbers
- Bundle Instead of Cutting Price
- When to Walk Away
- Handle a Pushy Negotiator
- Respond to a Deadline Threat
- When They Say "Take It or Leave It"
- Deal With Silence and Stalling
- Stay Polite When You Are Angry
- Negotiate With Someone More Senior
- Summarise Every Agreement Out Loud
- Put It in Writing the Same Day
- Leave Both Sides Feeling Good
- Do Not Celebrate Too Soon
- Protect the Relationship After the Deal
- Learn From Every Negotiation
