Use the GRASP Formula to Reach Agreement
In her book, Beyond Deal Making (2010) international negotiation expert and mediator Melanie Billings-Yun outlines her five step GRASP method for negotiating long-term sustainable relationships.
The acronym GRASP is not just a mnemonic device. By following the GRASP method you can increase the odds of creating a sustainable agreement.
The GRASP Method
Goals: What do I/they want to achieve or avoid?
Routes: How can I best achieve my goals by supporting theirs?
Arguments: What reasons support my/their routes?
Substitutes: How else could I/they accomplish this?
Persuasion: What’s in it for them?
The GRASP method is practical and easy to follow. Beyond Deal Making offers a fresh innovative approach to negotiation.
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