AIDAMO Negotiation Methodology
The document is a practical reference that codifies a commercial negotiation methodology for both distributive (win‑lose) and integrative (win‑win) contexts. It begins by defining the two negotiation modes and stresses the need to identify the mode before acting. For each mode it provides a detailed, step‑by‑step preparation checklist covering variable identification, breakpoint and ZOPA analysis, opening anchor formulation, concession planning, climate setting, and positioning statements. The guide then details how to make proposals, contrasting strong and weak execution for both distributive (firm, silent, incremental concessions) and integrative (conditional trades, ask‑first, low‑cost/high‑value exchanges) negotiations. It outlines an effective rejection technique that is immediate, calm, and avoids re‑anchoring the rejected figure, with tone adjustments for each mode. A unique "Dominance Gauge" framework is introduced to monitor and rebalance real‑time power dynamics, paired with the "Executive Authority" response style. The document further prescribes disciplined questioning to uncover underlying interests, and a structured agenda‑shaping process to control meeting flow. Throughout, strong versus weak execution examples illustrate the behavioral dos and don’ts, providing concrete scripts, tone guidance, and body‑language cues. The overarching claim is that mode‑appropriate preparation and execution, combined with precise communication and control of dominance and agenda, dramatically improve negotiation outcomes.
Topics
Negotiation Modes: Distributive vs Integrative
Defines the two fundamental negotiation modes—distributive (zero‑sum, fixed‑pie) and integrative (variable‑sum, value‑creating)—and explains their characteristic goals, information flow, relationship focus, and behavioral implications.