Invent Options for Mutual Gain
Brainstorm multiple creative solutions before deciding on one — separate inventing from committing.
Most negotiations get stuck because both sides defend a single position. Ury''s remedy: explicitly separate the "inventing" phase from the "deciding" phase. Get a number of options on the table — even bad ones — without anyone committing. The act of generating options often surfaces creative trades neither side had considered: timing flexibility for price, quality tiers for volume, brand for budget. Once 5–10 options exist, you can pick the best one collaboratively rather than haggling over the first one named.
Example
You
"Before we argue about the price, let''s spend ten minutes putting options on the table — neither of us has to commit. What if you paid in three tranches tied to delivery? What if we did a 14-week timeline with a 10% premium? What if we held price but cut warranty? Just brainstorming."
Counterpart
"The tranches actually solve a real problem for our cashflow…"
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