Use Fair, Objective Standards
Practical ways to use fair, objective standards, so decisions rest on shared facts rather than a battle of wills.
Standards settle disputes. Let facts do the work.
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.
Fair standards reduce conflict
Using objective measures such as market prices or expert opinions makes agreements easier to accept.
Find some.
Use market data
Comparable prices and industry norms provide neutral reference points.
Collect them.
Use expert opinions
Independent advice can guide fair terms.
Cite sources.
Use precedent
Past agreements show what has been accepted before.
Refer to them.
Use legal or regulatory standards
Rules and guidelines give clear boundaries.
Check requirements.
Agree on the standard first
Deciding how to judge fairness before discussing numbers prevents argument.
Propose criteria.
Be open to reason
Be ready to update your view if their standard is sound.
Stay flexible.
Do not give in to pressure
Insist on a principled basis instead of will or power.
Hold calm.
Document the standards used
Write the criteria in the agreement.
Record them.
Objectivity helps
People accept fair standards.
Find them.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“What would be a fair benchmark?”
“Here is the market rate.”
“This comes from an independent report.”
“Do you accept that source?”
“Let us use it to decide.”
“Thank you.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Find market data
Find precedents
Find expert opinions
Propose a fair standard
Ask for theirs
Agree on one
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.
