Negotiation Quick Tip – Float a Trial Balloon

Every negotiation reaches that point when the issues and positions are pretty clear, and the distance between the parties is well defined. Now is the time to begin building a bridge that will help both sides meet in the middle. One of the best ways to get this phase started is to float a trial balloon. A trial balloon is a solution suggested in theoretical terms, usually by leading with, “What if …” or, “Suppose that … “ At this point, you are only proposing something that might be possible. You are not making any promises. However, you are priming the pump in a way that generally gets the other side thinking creatively and working with you. They may respond by saying something like, “That sounds pretty interesting, but what would you think about …?” As you begin trading theoretical possibilities, you will gradually work your way to a solid, win-win solution.

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