Negotiation
Objection, explore, trade
Find out what the objection is actually about before answering it.
They have objected and you do not yet know to what.
The shape
- Objection
- Explore
- Trade
Why that order
Price is the objection people give. It is rarely the objection they have, and answering the stated one wastes the concession.
A worked example
- Objection
- The price is too high.
- Explore
- Which part of the investment is the main concern?
- Trade
- If it is the upfront cost, we could look at a phased implementation.
Built from
An application framework is a package. These are the reusable shapes inside it.
Mostly serves Connection, and reaches into Message.
A framework tells you what shape the answer takes. It cannot tell you whether shape is what you are short of, and for most people it is not. Which one is yours, and whether a framework is the right instrument at all, is what a Discovery Call is for.
Take the AssessmentOr read the whole glossary first.