The concept of an up-front contract, popularized by Sandler, is simple yet often overlooked. It involves everyone in a meeting agreeing upfront on what will happen and how it will happen. Think about times you've scheduled a meeting with only a start time but no clear end time or expected to discuss one topic while the other person expected something else entirely. An up-front contract eliminates this confusion by aligning everyone on behaviors and expectations from the very beginning.
Engagement during meetings often matters more than the specific content being discussed. Comfort is created not just by what you say, but by how you say it—your tone, body language, and your ability to communicate in a way that suits the other person.
By establishing a clear up-front contract at the start of a meeting, you create a comfortable environment that clarifies expectations and prevents surprises that cause discomfort. This approach sets the right tone and makes meetings more productive and effective for everyone involved.
Five key elements of an up-front contract:
Purpose: Clarify the reason for the meeting.
Other person’s agenda: Understand their goals and expectations.
Your agenda: Share your objectives and information needed.
Time and logistics: Confirm timing, duration, and location.
Outcome: Define next steps and make it clear that saying “no” is acceptable.
When both parties agree on these points, meetings flow smoothly and create a comfortable environment for honest dialogue.
Sandler’s ANOT acronym to help remember the up-front contract:
Appreciate you taking the time.
Naturally, you’ll have questions.
Obviously, I will too.
Typically, this is how the process works.
For example, a manager or sales or business professional might say:
"I appreciate you meeting with me to discuss this project. Naturally, you’ll have questions, and obviously, I do too. This conversation will help us decide if we’re aligned. It’s okay to say ‘no,’ and no decisions are required today. Does that sound good to you?"
This upfront clarity reduces tension and lets everyone feel comfortable being honest early, saving time and effort.
Contact us if you have more questions.
