The Kipling Model^TM

Based on the famous Rudyard Kipling quote: “I keep six honest serving men: They taught me all I knew: Their names are What and Why and When and How and Where and Who”, this simple but practical model looks at the six key focus areas for effective negotiation and for influencing others: (i) Who – which focuses on who you are negotiating with and what style of communication is best suited to getting the outcome that you want, (ii) What – which focuses on how to appraise the situation that you are in and how to get your pitch and message right, (iii) Why - this part of the model focuses on the various power relationships that exist in a negotiation situation, (iv) When - which focuses on the length and time taken for the negotiation, (v) Where - which deals with the location and environment in which the negotiation will take place and (vi) How - the final part of the model, and possibly the most important, focuses on how you negotiate and how you can build rapport with your opponent.

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