How to Create a Sticky Negotiation Message

Posted By on May 25th

Made to Stick looks at business communications from a psychological perspective…

meaning which communications get people to buy products, spend money, and simplify their buying decisions. It explains how to influence people – a core component of negotiation strategy – by showing there is more to persuasion than logic and facts.

Here’s how to create a “sticky” negotiation message using the six principles from Made to Stick – Simplicity, Unexpectedness, Concreteness, Credibility, Emotional, and Stories:

  1. Write out in detail the goal of the message you wish to convey in the negotiation.
  2. Write out what message you believe your negotiation partner currently perceives. 
  3. Then create and write out a second negotiation message trying to use the SUCCESs principles from the book.
  4. Create a scorecard (see below) to evaluate which negotiation message has more points, based on the SUCCESs principles. Rate the principles in the message on a scale of 1 – 5. The message with more points is more “sticky”.

Checklist                     Old Message                     New Message


You can buy the book here.

About the author

Keith Grossman helps individuals and businesses negotiate and manage conflict more comfortably. Keith is a Collaborative Attorney, a Family and Circuit Civil mediator certified by the Supreme Court of Florida, an Arbitrator qualified by the Florida Supreme Court, and an educator. Keith frequently lectures and facilitates training programs, works with individuals one-on-one, and writes articles on conflict management and negotiation topics. His e-workbooks, “What Is A Peace Chest?” and “How Do You Build A Peace Chest?“ are now available on Kindle.


Leave a Reply