Sales Executives and Account Managers
Preparing for a high-stakes contract negotiation where the outcome is uncertain
Use cases
About
The Encounters: We want 'That's Right' mind map template is a comprehensive negotiation framework based on high-stakes communication principles. It provides a structured 75-node system designed for sales professionals, mediators, and business leaders to navigate complex dialogues. The template is organized into a strategic sequence starting with 'First: Develop You Mission and Purpose' and moving through critical phases like 'Second: You know their real pain and create vision' and 'Third: The real budget'. By focusing on psychological triggers rather than simple persuasion, this cheat sheet helps users move past superficial 'Yes' responses to reach the deeper 'That's Right' breakthrough. It integrates 33 core rules of engagement, including the 'Secret of Being Not Okay' and techniques for 'Agenda Setting', ensuring that every encounter is driven by a clear mission rather than emotional desperation.
Terms and ConditionsWhen to use this template
Project Managers and HR Professionals
Designing a communication strategy for resolving internal team conflicts or blockers
Business Consultants and Founders
Conducting a post-mortem analysis of a failed deal to identify where the 'Mission and Purpose' went wrong
How to use this template
Step 1
Define your mission and purpose
Open the template in Xmind and start with the 'First' branch to align your actions with a clear mission in the adversary's world.
Step 2
Internalize the negotiation rules
Review the three 'Rules' branches and highlight the specific principles, like 'Start with NO', that apply to your current encounter.
Step 3
Map out the real budget
Fill in the 'Third: The real budget' nodes with specific estimates for the time, energy, and emotional investment required for the deal.
Frequently asked questions
In this framework, 'That's Right' is the ultimate goal of an encounter. It signifies that the adversary feels completely understood. Unlike a 'Yes', which can be a counterfeit social lubricant, 'That's Right' confirms you have successfully identified their 'real pain' and 'vision', creating a breakthrough in the negotiation process.
The rules are divided into three main branches: '10 of 33 Rules', '11 - 20 Rules', and '21-33 Rules'. You can use these as a pre-negotiation checklist to ensure you are maintaining the right posture, such as 'Always show respect to the blocker' and 'Never, ever, spill your beans' during the early stages of dialogue.
Yes, the 'Fourth: Agenda Setting' branch is designed to be adapted. You can expand the 'Problems' and 'What happens next' nodes to fit specific client meetings or internal reviews, ensuring you always have a structured path for 'Encounter Design' before the conversation begins.
Black Swans are the hidden pieces of information that, if uncovered, can change the entire dynamic of a deal. This template encourages users to use 'Interrogative questions' and 'Labeling' to dig beneath the surface and find these critical leverage points that are not immediately obvious.
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