⚡️24 pro-tips for negotiating product decisions

THREAD...
1/ Focus on problems, not people

Avoid “us vs them” situations.
2/ It’s not zero-sum

Focus on the best result for everyone.

Especially with topics like compensation.
3/ Aim to understand

Do listen & empathize.

Don’t judge and debate.
4/ Build personas for key stakeholders

Invest in long-term relationships.

You'll better understand their mindset and expectations.
5/ Repeat back

Repeat back what others say to show you understand.
6/ Avoid blaming

It leads to defensiveness.

It's a downward spiral of emotional ego-protecting.
7/ If there’s tension, call it out

📜 Here's a template:

“I sense some tension here and I’m hopeful we'll get through this as a team. I’m feeling […] — I’d love to hear what you’re feeling and thinking about.”
8/ Avoid the past tense

Past actions can't be changed.

Arguments in the past tense are more likely to dissolve into blaming and emotions.

Use present and future tense instead.
9/ Involve people early

To avoid surprises, involve people early on big decisions like org changes or performance problems.
10/ Involve people before minds are made up

It's easier to help people make up their mind. 🧠

It’s harder to change minds.
11/ Provide off-ramps for ego

Changing a decision that's already made often involves egos. Provide good reasons for the change that lets people save face.
12/ Some good books

On becoming a better negotiator & persuader.

• Difficult Conversations by Douglas Stone
• Thank You for Arguing by Jay Heinrichs
• Getting to Yes by Roger Fisher
13/ Understand their real interest

Positions = what people say they want.
Interests = true reasons for their wants.
14/ Create win-win opportunities

With everyone's real interests in mind, we can seek opportunities that satisfy them all at once.
15/ Generate options that work for everyone

Break down the problem into smaller "solution-options".
Figure out which ones best solve everyone's interests.
16/ Common product areas to invent options

🔭 Scope
👁️ Visibility
⏱️ Duration
📝 Reporting
📈 Scalability
💪 Performance
⚖️ Risk Sensibility
🎨 Customization vs pre-made UI components
17/ Useful methods for generating options

⛅️ Brainstorm in the morning (everyone's fresh)
🖍️ Whiteboard and break down the problem
❤️ Ask each side what matters most to them
18/ Use objective criteria

Avoid arbitrary starting points.

The anchoring effect activates and blinds you from whether the final result is objectively fair.
19/ Start with external data

Specific data reduces opposition.

Use a value from an external source to guide the negotiating.
20/ Objective criteria is reusable

It's future-proof 🔮
Agree on it once, use it again.
Saves you time.
21/ Be flexible as new data immerges

You adjust to objective data.
Not the other way around.
22/ Lose lesser battles

You don't have to win every argument ⚔️

Give in on things that don't matter as much to you but matters a lot to the other person.

It builds good will.
23/ Have thick skin

You won't always get your way.
Don't be a sore loser 🤕
Focus long term.
24/ Negotiate

Now you have:

❤️ Understanding of everyone's interests
📏 Agreed-upon objective data
🧠 Aligned incentives

Making decisions will be easier now.

/end
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