Description: Build a solid foundation by reaching an agreement about one deal-point or issue — and then work on extending that to a wider range of variables.
Can take the form of a test order or an initial proposal that is much smaller and shorter than the one you really want. Once they have agreed to a small deal, use that as a platform for a bigger, longer or more involved deal.
Intent: Avoid conflict and make progress towards a comprehensive agreement gradually, building on the
Style: Varies. It can be very collaborative, but is also useful for competitive negotiators or yielders. Very effective when negotiating with Avoiders.
Counter: A counter may not be necessary, as this is not necessarily a bad way to proceed. One option is for you to trade deal points and build your own foundation around variables you care about (see log-rolling). If you don’t like where his foundation tactics are heading, make future agreements contingent on performance or objective benchmarks. Call for a break and insist on a comprehensive conclusion using deadline, or counter his foundation variable with back burner.