Value Negotiation: How to Finally Get the Win-win Right

06. Anticipate the Critical Moments

Learning Objectives:

• What a critical moment is

• What the seven critical moments of any negotiation are

• Why these particular moments are critical

• What their dangers are

• What the best moves during critical moments are

Let’s recap our preparation for our road trip:

Now we enter our last preparation stage: trying to anticipate and be ready for potential problems, known in negotiations as critical moments. Critical moments are moments when the negotiation process is in a state of flux before it enters a new stage. Critical moments are not necessarily more difficult, but they do raise the stakes in terms ...