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Reasonable means not extreme or excessive. So a fair and reasonable
term or condition is one that is balanced between all parties and
somewhat moderate. If you're concerned about the reasonableness of
an offer, do some due diligence to research comparables. Then ask
the opposing party this question to encourage them to define and
defend the reasonableness of their requirement. This will help ensure
that you're securing the best deal possible.
Why is that point or provision important?
Understanding the significance of a specific point or provision is
imperative, and can even result in an adjustment of your own posi-
tion. The answer the other side provides will let you fine-tune your
strategy based on this key learning about their critical priorities and
values. Understanding, acknowledging and validating the significance
of the opposing party's requests can not only help you recalibrate
your approach, but also create more of a team atmosphere or affinity
that builds a level of trust at a faster pace.
What part of my proposal gives you the most concern?
This can apply to a large contract negotiation, a job offer or han-
dling an issue with a family member. Breaking an offer down into indi-
vidual elements or points makes it easier to take things in small bite-
size pieces versus one large chunk that, on the whole, is causing kick-
back. Discussing a proposal point-by-point, particularly specific areas
of utmost concern, lets the parties come to small fractional agree-
ments that may not otherwise have been reached if you discussed the
arrangement as a whole. Dealing directly with the most difficult deal
points in triage mode — from the most to least problematic for the
other side — shows you care. This can get you past those sticking
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T A L K I N G P O I N T S
