Framing and negotiation moves

Connectivity map for five moves with scripts

• 4.4 Concept: Five moves with scripts The core concept in negotiation moves
• The Two-Paths Framework: The Two-Paths Framework Present two distinct options where each favors them on a different dimension. One gives higher total value with more risk. The other gives more certainty with lower total value. Let them choose. This forces them to reveal their true priorit (Script: 'We can structure this two ways, and I want you to c)
• Anchoring With Adjustment: Anchoring with Adjustment When you need to reduce the purchase price based on diligence findings, anchor to the original LOI price and walk through the math of how specific findings change the valuation. This makes the adjustment feel like logic applied consistently (Script: 'We underwrote the deal at $10M based on EBITDA of $)
• The Risk-Sharing Trade: The Risk-Sharing Trade When the seller resists earnout or structure by claiming everything is fine, offer to share the risk mutually. If things go well, they benefit. If they go poorly, both absorb the loss. This tests whether their confidence is real or a negoti (Script: 'You are confident the top customer will stay. I wan)
• What Would Make This Work: What Would Make This Work When you are at an impasse, stop defending your position and ask the seller to solve the problem. This shifts them from critic to problem-solver and often surfaces creative solutions neither party had considered. (Script: 'I have walked you through our position and I unders)

• Five moves with scripts feeds The Two-Paths Framework: The Two-Paths Framework supports five moves with scripts.
• Five moves with scripts feeds Anchoring with Adjustment: Anchoring with Adjustment supports five moves with scripts.
• Five moves with scripts feeds The Risk-Sharing Trade: The Risk-Sharing Trade supports five moves with scripts.
• Five moves with scripts feeds What Would Make This Work: What Would Make This Work supports five moves with scripts.