So far, we have covered a good portion of the main topics from my book, Authentic Negotiating: Clarity, Detachment, & Equilibrium the Three Keys to True Negotiating Success & How to Achieve Them. On the show we have discussed the fundamental framework of clarity, detachment, and equilibrium, as well as the six reasons negotiations fail. We’ve also talked about the top five steps to becoming a great negotiator, and how to deal with inauthentic negotiating tactics. In the latest solocast episode of Fueling Deals, we cover the final topic from Authentic Negotiating: the C.P.R. Framework. The three elements of the framework are context, purpose, and results.
What is the C.P.R. Framework?
The C.P.R. Framework consists of three main elements.
Context: The context of a negotiation determines the person we need to show up as in the negotiation. It pertains to our state of being, and how that ties into our purpose and our results.
Purpose: What is the underlying ‘why’ of this negotiation? The purpose must be something positive that speaks to you because it will be your primary driver at the negotiating table.
Results: Any time you go into a negotiation, you want to be clear about the results you want to get out of it.
Many of us know our results before we ever enter a negotiation. The context and purpose, however, are things we need to memorize. If both of these components are no more than a sentence long, you will be able to remember them no matter what factors are thrown into the mix.
You will also benefit from distilling these ideas into short sentences. This practice will help you get to the essence of your context and purpose. The C.P.R. Framework is the single-most effective framework for applying my negotiation tactics, but it is also extremely effective beyond negotiating. To learn more and hear examples of the C.P.R. Framework being used, listen to the latest solocast of Fueling Deals.
Corey Kupfer is an expert strategist, negotiator and dealmaker with more than 30 years of professional deal-making and negotiating experience. He is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the Fueling Deals Podcast.
If you want to find out if you’re an authentic negotiator, take the Authentic Negotiating Success Quiz today!