Tick each move you used. Add a one-line note on what it shifted.
Repeat their last 2–3 words, like a question. Buys time, shows you're listening, invites them to say more.
"…reporting into Shanghai?"
Your noteName the emotion or interest you hear. Lowers the temperature; tests your read; often brings out the unsaid.
"It sounds like the equity number is the tight part, not the principle."
Your noteStart with how or what — never why, which sounds like an accusation. Forces information out.
"What makes the CTO reporting line the one your board's watching?"
Your noteOpen with an ambitious, specific proposal rather than waiting for the other side. Sets the range.
"Let's start from a 24-month no-redundancy commitment with €22M equity refresh."
Your noteOffer movement on X only if the other side moves on Y. Trades priorities, not just numbers.
"If you give us the CTO direct line to Shanghai, we can move on the equity number."
Your noteName your alternative without threatening. Tests how firm the other side is; signals your own limit.
"If we can't agree the redundancy clause today, I'll need to take this back to the audit committee — which delays everything to next quarter."
Your noteWhich move shifted things the most? Why?
What did the other side know that you didn't realise until late?
If you ran this again, what is the first question you would ask?