Now you have stabilized your mental balance (step one) and created a favorable climate for negotiation (step two). It is time to focus on changing negotiation processes, which is step three“DON’T REJECT… REFRAME".
Difficult negotiation situations are mostly caused by insisting positions. You job here is to change the process from battling at their positions, to discussing each other's interests. How do you do this? You reframe the negotiation. Instead of, rejecting your opponent point views, you accept it and transform it into the negotiation you want to have.
In here, reframing means that you need to put a problem solving frame around your opponent’s positional statements. You act as if he/she was trying to solve the problem, and thus you draw him/her into the new game, which is your game. You may ask why I need to change the game, if he/she plays hardball, I can play it too! The reality is that those who initiate tactics like stone walls, personal attacks and tricks, they are very good at them. You rarely have a chance to control of the negotiations. Therefore, you should change to negotiation into a cooperative problem solving game, in which you can control and contribute.