Purpose

Make a proposal more yesable (likely to be accepted) after understanding the expected consequences from the other’s viewpoint.

When to Use

In the final stages of the negotiation, when we want to better understand the views of a reluctant party and persuade them to accept our proposal.

References

Roger Fisher, Elizabeth Kopelman, and Andrea Kupfer Schneider, Beyond Machiavelli: Tools for Coping With Conflict (Penguin Books, 1996), pp. 49-56