【Win-Win Negotiation】ICAP analyzes your negotiating opponent

Irene | Future Department Store
3 min readJul 21, 2021
Deepak Malhotra《Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle)

3 magic weapons for win-win negotiation

・Framework:the ability to grasp the situation

→”Indeed, there are mechanisms in my pocket; I hide things in my sleeves. But I am the opposite of the magician performing on the stage. What he shows you is an illusion that is real on the surface, and I show you the one that arrives is the truth that cleverly pretends to be an illusion.” — 《Glass Zoo》

→Knowing how to lay out a proposal is as important as what to put forward.

・Procedure:the key to reaching consensus

→”The good news is that there will be light at the end of the tunnel; the bad news is that there is no tunnel at all.”

→Negotiation procedures are critical to obtaining leadership, and its importance is no less than that of substantive issues. You must first negotiate appropriate procedures with the other party.

・Empathy:the way to break the deadlock

→”When dealing with people-related issues, empathy is the most important thing for anyone, even those who are incomprehensible, you must take the time to understand them.”

→Be calm and understand the true interests and opinions of all relevant parties with empathy, and even serious conflicts can be resolved.

ICAP analyzes negotiating opponent

When you understand the negotiating opponent’s position, opinions, interests, and even weakness, you will be in an advantageous position. Therefore, before you come up with the final plan or use the killer sword, if you can ask yourself the following questions and find the answers, you will not be disadvantaged!


Why:Why do they want it? What is the importance of these benefits? Why choose to talk now instead of last month or next year?

How:Could their interests change over time? How will it change?

What:What do they value, want, and worry about? What goals do they want to achieve through this negotiation?


Why:What caused them to be restricted?

How:Could these limitations change over time? Can we talk to anyone in the opposing party who is less restrictive?

What:What can and cannot be done by them? Which topics are more flexible and less flexible? What issues are they powerless?


Why:What will happen to them if the transaction breaks?

How:Will their alternatives get better or worse over time? How do their alternatives come into being?

What:Are their external options strong or weak?


Why:How do they view this transaction? What kind of mentality do they hold?

How:Will they adopt strategic thinking or tactical thinking? Do they hold a long-term or short-term view?

What:Which part of their trading portfolio can this negotiation cut into? Do they value or care about this transaction?

*Feedback is welcome! It’s my pleasure to exchange different ideas ^ ^

*Please feel free to give claps, and subscribe to follow my articles!

*If you like this article and would like to share it, please indicate the source of this original article. Don’t misappropriate!



Irene | Future Department Store

Now living in the UK | Senior merchandise developer at mall👗I share topics of ♦retail ♦supply chain ♦commercial real estate ♦brand strategy ♦life planning