--- title: "Meaning & Key Takeaway of: Typically to get toward a productive…" description: "\"Typically to get toward a productive outcome in negotiation you have to make the initial move of genuinely exploring someone's model. If you don't, it ..." image: "https://sms4smile.com/quotes/i/cee/roger-martin-35362_exploring_typically-to-get-toward-a-productive-out_2017115.png" --- # Typically to get toward a productive outcome in… ![“Typically to get toward a productive outcome in negotiation you have to make the initial move of genuinely exploring someone's model. If you don't, it is unlikely that they will be willing to explore yours. And if you genuinely explore and understand theirs - without judging it - they will be…” quote by Roger Martin](https://sms4smile.com/quotes/i/cee/roger-martin-35362_exploring_typically-to-get-toward-a-productive-out_2017115.png) [Download](https://sms4smile.com/quotes/i/cee/roger-martin-35362_exploring_typically-to-get-toward-a-productive-out_2017115.png) [Open image](https://sms4smile.com/quotes/i/cee/roger-martin-35362_exploring_typically-to-get-toward-a-productive-out_2017115.png) > “Typically to get toward a productive outcome in negotiation you have to make the initial move of genuinely exploring someone's model. If you don't, it is unlikely that they will be willing to explore yours. And if you genuinely explore and understand theirs - without judging it - they will be willing to explore yours. Once they reach that point, they are primed to explore the productive combination of both models and won't be as obsessed about trying to make sure their model prevails.” [Roger Martin](https://sms4smile.com/quotes/author/roger-martin/) ## About This Quote This interpretation was drafted with AI assistance. It is one reading of the quote, not the author's own explanation. Effective negotiation begins by sincerely exploring the other party’s perspective, which builds trust and openness to combine ideas. **In simple terms:** Explore others' views first to create collaborative solutions. Key Takeaway Listen first, then propose. Themes negotiation trust collaboration Mood thoughtful strategic Type advice insightful When to use this quote - business meetings - team projects - conflict resolution Key Concepts Perspective taking mutual benefit model integration Questions to Reflect On - How can you show genuine curiosity without seeming manipulative? - What barriers prevent honest model sharing? A Different Perspective May be time‑consuming and risky if the other side is uncooperative. ★ ★ ★ ★ ★ No ratings yet [Exploring](https://sms4smile.com/quotes/about/exploring/) [Exploring Model](https://sms4smile.com/quotes/about/exploring-model-3632944/) [Judging](https://sms4smile.com/quotes/about/judging/) [Judging Willing](https://sms4smile.com/quotes/about/judging-willing-3106054/) [Moving](https://sms4smile.com/quotes/about/moving/) [Negotiation](https://sms4smile.com/quotes/about/negotiation/) [Negotiation Make](https://sms4smile.com/quotes/about/negotiation-make-3015234/) [Obsessed](https://sms4smile.com/quotes/about/obsessed/) [Outcome Negotiation](https://sms4smile.com/quotes/about/outcome-negotiation-3632943/) [Productive](https://sms4smile.com/quotes/about/productive/) [Trying](https://sms4smile.com/quotes/about/trying/) [Unlikely Willing](https://sms4smile.com/quotes/about/unlikely-willing-3632945/) ## Related quotes > [“The point of a negotiation is to make each party feel as though they’ve won.”](https://sms4smile.com/quotes/claudia-gray/the-point-of-a-negotiation-is-to-make-each-party-feel-as-though-they/) [Claudia Gray](https://sms4smile.com/quotes/author/claudia-gray/) > [“In discussing the subject of free will, the question is not, whether external obstacles will permit a man to execute what he has internally…](https://sms4smile.com/quotes/john-calvin/in-discussing-the-subject-of-free-will-the-question-is-not-whether/) [John Calvin](https://sms4smile.com/quotes/author/john-calvin/) > [If you're in such a position of power and your ego is such that this is not possible, then its essential to have a…](https://sms4smile.com/quotes/dee-hock/if-you-re-in-such-a-position-of-power-and-your-ego-is-such-that-this/) [Dee Hock](https://sms4smile.com/quotes/author/dee-hock/) > [Insofar as she recognized at all that she was dreaming, she realized that she must be exploring her subconscious mind. She had heard it…](https://sms4smile.com/quotes/douglas-adams/insofar-as-she-recognized-at-all-that-she-was-dreaming-she-realized/) [Douglas Adams](https://sms4smile.com/quotes/author/douglas-adams/) > [I often attribute my screenwriting to journalism because they drill in the who, what, when, where and why - but we really need to…](https://sms4smile.com/quotes/mara-brock-akil/i-often-attribute-my-screenwriting-to-journalism-because-they-drill/) [Mara Brock Akil](https://sms4smile.com/quotes/author/mara-brock-akil/) > [What I love is dropping into someone else's life and exploring it.](https://sms4smile.com/quotes/rachel-mcadams/what-i-love-is-dropping-into-someone-else-s-life-and-exploring-it/) [Rachel McAdams](https://sms4smile.com/quotes/author/rachel-mcadams/) > [Science is about exploring the unknown and cannot offer guarantees.](https://sms4smile.com/quotes/virginia-postrel/science-is-about-exploring-the-unknown-and-cannot-offer-guarantees/) [Virginia Postrel](https://sms4smile.com/quotes/author/virginia-postrel/) > [While cares will drop off like autumn leaves.](https://sms4smile.com/quotes/john-muir/while-cares-will-drop-off-like-autumn-leaves/) [John Muir](https://sms4smile.com/quotes/author/john-muir/) > [It's always been a dream of mine, of exploring the living world, of classifying all the species and finding out what makes up the…](https://sms4smile.com/quotes/e-o-wilson/it-s-always-been-a-dream-of-mine-of-exploring-the-living-world-of/) [E. O. Wilson](https://sms4smile.com/quotes/author/e-o-wilson/) > ['SoulPancake' is a website that I founded with a couple of friends, and it is for exploring life's big questions.](https://sms4smile.com/quotes/rainn-wilson/soulpancake-is-a-website-that-i-founded-with-a-couple-of-friends-and/) [Rainn Wilson](https://sms4smile.com/quotes/author/rainn-wilson/) > [For me, it's very easy to write a horror movie that's just a succession of scary sequences, but it's hard to find horror movies…](https://sms4smile.com/quotes/ehren-kruger/for-me-it-s-very-easy-to-write-a-horror-movie-that-s-just-a/) [Ehren Kruger](https://sms4smile.com/quotes/author/ehren-kruger/) > [I somewhere along the way became fascinated with exploring characters who are willing to put themselves into violent situations, whether it's football, hockey, boxing,…](https://sms4smile.com/quotes/peter-berg/i-somewhere-along-the-way-became-fascinated-with-exploring-characters/) [Peter Berg](https://sms4smile.com/quotes/author/peter-berg/) > [Like a child exploring the attic of an old house on a rainy day, discovering a trunk full of treasure and then calling all…](https://sms4smile.com/quotes/eugene-h-peterson/like-a-child-exploring-the-attic-of-an-old-house-on-a-rainy-day/) [Eugene H. Peterson](https://sms4smile.com/quotes/author/eugene-h-peterson/) > [Fiction is a way of exploring possibilities present but undreamt of in the living of a single life.](https://sms4smile.com/quotes/nadine-gordimer/fiction-is-a-way-of-exploring-possibilities-present-but-undreamt-of/) [Nadine Gordimer](https://sms4smile.com/quotes/author/nadine-gordimer/) > [I could not limit my values and pursuits to what makes others comfortable. Being possessed by a promise I live without options. I will…](https://sms4smile.com/quotes/bill-johnson/i-could-not-limit-my-values-and-pursuits-to-what-makes-others/) [Bill Johnson](https://sms4smile.com/quotes/author/bill-johnson/) ## More by Roger Martin > [The virtue of small-to-midsize companies is that they tend to be more flexible and it is easier to experiment with new ways of working.…](https://sms4smile.com/quotes/roger-martin/the-virtue-of-small-to-midsize-companies-is-that-they-tend-to-be-more/) [Roger Martin](https://sms4smile.com/quotes/author/roger-martin/) > [The fundamental purpose of design thinking is to produce something that does not now exist. And so it is with integrative thinking - in…](https://sms4smile.com/quotes/roger-martin/the-fundamental-purpose-of-design-thinking-is-to-produce-something/) [Roger Martin](https://sms4smile.com/quotes/author/roger-martin/) > [The status quo is more tenacious than anyone would ever imagine. The human mind prefers continuity rather than change. So it really has to…](https://sms4smile.com/quotes/roger-martin/the-status-quo-is-more-tenacious-than-anyone-would-ever-imagine-the/) [Roger Martin](https://sms4smile.com/quotes/author/roger-martin/) > [I was blown away when I figured out that none of the great integrative moves that I studied came as a result of starting…](https://sms4smile.com/quotes/roger-martin/i-was-blown-away-when-i-figured-out-that-none-of-the-great/) [Roger Martin](https://sms4smile.com/quotes/author/roger-martin/) > [Business people don't need to understand designers better. They need to be designers.](https://sms4smile.com/quotes/roger-martin/business-people-don-t-need-to-understand-designers-better-they-need/) [Roger Martin](https://sms4smile.com/quotes/author/roger-martin/) > [In order to have a hope of creating better answers, we need to deeply understand the logic of the opposing answers. That means thinking…](https://sms4smile.com/quotes/roger-martin/in-order-to-have-a-hope-of-creating-better-answers-we-need-to-deeply/) [Roger Martin](https://sms4smile.com/quotes/author/roger-martin/) > [Design isn't just about making things beautiful; it's also about making things work beautifully.](https://sms4smile.com/quotes/roger-martin/design-isn-t-just-about-making-things-beautiful-it-s-also-about/) [Roger Martin](https://sms4smile.com/quotes/author/roger-martin/) > [I love that Toronto is demonstrating that a big, highly diverse, multicultural city can actually work and work well, if its residents have the…](https://sms4smile.com/quotes/roger-martin/i-love-that-toronto-is-demonstrating-that-a-big-highly-diverse/) [Roger Martin](https://sms4smile.com/quotes/author/roger-martin/) > [When it comes to innovation, business has much to learn from design. The philosophy in design shops is, 'try it, prototype it, and improve…](https://sms4smile.com/quotes/roger-martin/when-it-comes-to-innovation-business-has-much-to-learn-from-design/) [Roger Martin](https://sms4smile.com/quotes/author/roger-martin/) > [The two most fundamental strategic choices are deciding where to play and how to win.](https://sms4smile.com/quotes/roger-martin/the-two-most-fundamental-strategic-choices-are-deciding-where-to-play/) [Roger Martin](https://sms4smile.com/quotes/author/roger-martin/) > [You need to be uncomfortable and apprehensive: True strategy is about placing bets and making hard choices. The objective is not to eliminate risk…](https://sms4smile.com/quotes/roger-martin/you-need-to-be-uncomfortable-and-apprehensive-true-strategy-is-about/) [Roger Martin](https://sms4smile.com/quotes/author/roger-martin/) > [The ability to face constructively the tension of opposing ideas and instead of choosing one at the expense of the other, generate a creative…](https://sms4smile.com/quotes/roger-martin/the-ability-to-face-constructively-the-tension-of-opposing-ideas-and/) [Roger Martin](https://sms4smile.com/quotes/author/roger-martin/) [Explore all 13 Roger Martin quotes ](https://sms4smile.com/quotes/author/roger-martin/) ## More Exploring quotes > [I could not limit my values and pursuits to what makes others comfortable. Being possessed by a promise I live without options. I will…](https://sms4smile.com/quotes/bill-johnson/i-could-not-limit-my-values-and-pursuits-to-what-makes-others/) [Bill Johnson](https://sms4smile.com/quotes/author/bill-johnson/) > [Fiction is a way of exploring possibilities present but undreamt of in the living of a single life.](https://sms4smile.com/quotes/nadine-gordimer/fiction-is-a-way-of-exploring-possibilities-present-but-undreamt-of/) [Nadine Gordimer](https://sms4smile.com/quotes/author/nadine-gordimer/) > [Like a child exploring the attic of an old house on a rainy day, discovering a trunk full of treasure and then calling all…](https://sms4smile.com/quotes/eugene-h-peterson/like-a-child-exploring-the-attic-of-an-old-house-on-a-rainy-day/) [Eugene H. Peterson](https://sms4smile.com/quotes/author/eugene-h-peterson/) > [I somewhere along the way became fascinated with exploring characters who are willing to put themselves into violent situations, whether it's football, hockey, boxing,…](https://sms4smile.com/quotes/peter-berg/i-somewhere-along-the-way-became-fascinated-with-exploring-characters/) [Peter Berg](https://sms4smile.com/quotes/author/peter-berg/) > [For me, it's very easy to write a horror movie that's just a succession of scary sequences, but it's hard to find horror movies…](https://sms4smile.com/quotes/ehren-kruger/for-me-it-s-very-easy-to-write-a-horror-movie-that-s-just-a/) [Ehren Kruger](https://sms4smile.com/quotes/author/ehren-kruger/) > ['SoulPancake' is a website that I founded with a couple of friends, and it is for exploring life's big questions.](https://sms4smile.com/quotes/rainn-wilson/soulpancake-is-a-website-that-i-founded-with-a-couple-of-friends-and/) [Rainn Wilson](https://sms4smile.com/quotes/author/rainn-wilson/) > [It's always been a dream of mine, of exploring the living world, of classifying all the species and finding out what makes up the…](https://sms4smile.com/quotes/e-o-wilson/it-s-always-been-a-dream-of-mine-of-exploring-the-living-world-of/) [E. O. Wilson](https://sms4smile.com/quotes/author/e-o-wilson/) > [While cares will drop off like autumn leaves.](https://sms4smile.com/quotes/john-muir/while-cares-will-drop-off-like-autumn-leaves/) [John Muir](https://sms4smile.com/quotes/author/john-muir/) > [Science is about exploring the unknown and cannot offer guarantees.](https://sms4smile.com/quotes/virginia-postrel/science-is-about-exploring-the-unknown-and-cannot-offer-guarantees/) [Virginia Postrel](https://sms4smile.com/quotes/author/virginia-postrel/) > [What I love is dropping into someone else's life and exploring it.](https://sms4smile.com/quotes/rachel-mcadams/what-i-love-is-dropping-into-someone-else-s-life-and-exploring-it/) [Rachel McAdams](https://sms4smile.com/quotes/author/rachel-mcadams/) > [I often attribute my screenwriting to journalism because they drill in the who, what, when, where and why - but we really need to…](https://sms4smile.com/quotes/mara-brock-akil/i-often-attribute-my-screenwriting-to-journalism-because-they-drill/) [Mara Brock Akil](https://sms4smile.com/quotes/author/mara-brock-akil/) > [Insofar as she recognized at all that she was dreaming, she realized that she must be exploring her subconscious mind. She had heard it…](https://sms4smile.com/quotes/douglas-adams/insofar-as-she-recognized-at-all-that-she-was-dreaming-she-realized/) [Douglas Adams](https://sms4smile.com/quotes/author/douglas-adams/) > [If you're in such a position of power and your ego is such that this is not possible, then its essential to have a…](https://sms4smile.com/quotes/dee-hock/if-you-re-in-such-a-position-of-power-and-your-ego-is-such-that-this/) [Dee Hock](https://sms4smile.com/quotes/author/dee-hock/) > [The only TV I would be interested in exploring would be live television. There's no substitute for a team of artists performing at their…](https://sms4smile.com/quotes/francis-ford-coppola/the-only-tv-i-would-be-interested-in-exploring-would-be-live/) [Francis Ford Coppola](https://sms4smile.com/quotes/author/francis-ford-coppola/) > [I think if you write about human relationships, you're always exploring the psyche and the soul. I don't separate certain - perhaps more extreme…](https://sms4smile.com/quotes/sadie-jones/i-think-if-you-write-about-human-relationships-you-re-always/) [Sadie Jones](https://sms4smile.com/quotes/author/sadie-jones/) [Browse all 735 Exploring quotes ](https://sms4smile.com/quotes/about/exploring/) ```json { "@context": "https://schema.org", "@graph": [ { "@type": "Quotation", "text": "Typically to get toward a productive outcome in negotiation you have to make the initial move of genuinely exploring someone's model. If you don't, it is unlikely that they will be willing to explore yours. And if you genuinely explore and understand theirs - without judging it - they will be willing to explore yours. 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