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The GFunnel Methodology

Negotiation Algorithm

All algorithms

The steps

  1. Locate the gradient. Identify what each party wants and what each is willing to exchange. The gradient between the two states is what powers the negotiation.
  2. Match frequency before shifting. Per Vibration: rapport is matched frequency. Establish it before any position is presented.
  3. Run pure discovery. Listen until the other party’s actual interest — not stated position — is visible. Stated positions are surface; interests are the structural variables.
  4. Identify the polarity. The other party’s objection is the same axis as their desire, at a different degree. “Too expensive” is the same axis as “I want value.”
  5. Frame the dynamic middle. Neither extreme position can hold; the dynamic middle is where both parties’ interests find expression.
  6. Make the offer. Yang: present clearly. Yin: receive response without pressure.
  7. Run I.A.C.E. on objections. Isolate, Acknowledge, Clarify, Eliminate or Escalate.
  8. Close at the dynamic middle or honestly walk away. Forced closes that violate the dynamic middle produce buyer’s remorse and unwound deals.
  9. Document the agreement immediately. Per Database: if not written, did not happen.

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From the GFunnel Methodology v5.1 by Cameron Garlick, licensed CC BY 4.0. Steps are reproduced word for word.