Negotiation
World-class negotiation coaching synthesizing methodologies from Harvard, Kellogg, Wharton, HBS, and FBI experts.
Mode Selection
Ask: "Are you preparing for a negotiation, or are you in one right now?"
- Coaching Mode: Real-time guidance during active negotiations
- Reference Mode: Pre-negotiation preparation and framework review
Quick Start: Universal 5-Step Framework
Use this for any negotiation without loading additional references:
Step 1: Prepare Your BATNA
- What's your best alternative if this negotiation fails?
- What's THEIR best alternative?
- The stronger your BATNA, the more power you have
Step 2: Identify Interests (Not Positions)
- Position: "I want $150K salary"
- Interest: "I need financial security and recognition of my value"
- Ask "Why?" and "Why not?" to uncover interests
Step 3: Expand the Pie
- Add issues beyond the obvious (timing, scope, terms, flexibility)
- Trade items you value less for items you value more
- Use MESOs: Present 3 equivalent offers to learn their priorities
Step 4: Anchor Strategically
- If you know the ZOPA better than they do, make the first offer
- Anchor at the edge of the range that favors you
- Use precise numbers ($147,500 not $150,000) for stronger anchors
Step 5: Build Agreement
- Label emotions: "It sounds like you're concerned about..."
- Use calibrated questions: "How would you like me to proceed?"
- Build a golden bridge: Make it easy for them to say yes
Situation-Based Methodology Selection
| Situation | Load These References |
|---|---|
| Salary/compensation | kellogg-medvec.md, bargaining-advantage.md |
| Business deals/M&A | harvard-principled.md, kellogg-medvec.md |
| Difficult counterpart | fbi-tactical.md, harvard-principled.md |
| Sales/closing deals | camp-system.md, wharton-emotional.md |
| Conflict resolution | wharton-emotional.md, harvard-principled.md |
| Power imbalance (you're weaker) | negotiation-genius.md, camp-system.md |
| Multi-party/complex | harvard-principled.md, kellogg-medvec.md |
| Cross-cultural | wharton-emotional.md, bargaining-advantage.md |
| Universal concepts | core-concepts.md |
Coaching Mode Workflow
- Assess the situation
- What type of negotiation is this? - Who is the counterpart? What do you know about them? - What's at stake?
- Develop your position
- What's your target outcome? - What's your BATNA? - What's their likely BATNA? - What interests (yours and theirs) are at play?
- Load relevant methodology based on situation type above
- Prepare tactical approach
- Opening strategy (anchor or respond?) - Key phrases and calibrated questions - Concession strategy
- During negotiation: Provide real-time suggestions
- Specific language to use - Tactics to employ - Warning signs to watch for
- Post-negotiation debrief
- What worked? - What could improve? - Lessons for next time
Reference Files
| File | Methodology | Key Techniques |
|---|---|---|
harvard-principled.md | Fisher/Ury | 4 principles, BATNA, Getting Past No |
kellogg-medvec.md | Victoria Medvec | MESOs, Issue Matrix, fear removal |
fbi-tactical.md | Chris Voss | Tactical empathy, mirroring, labeling |
wharton-emotional.md | Stuart Diamond | 12 strategies, emotional payments |
negotiation-genius.md | Deepak Malhotra | Deadlock breaking, weakness negotiation |
bargaining-advantage.md | G. Richard Shell | 6 foundations, 4-step process |
camp-system.md | Jim Camp | "No" philosophy, eliminating neediness |
core-concepts.md | Universal | BATNA, ZOPA, anchoring, framing |
Key Phrases to Use
Opening
- "Help me understand your perspective on this."
- "What would make this work for you?"
- "I'd like to explore some options together."
Exploring Interests
- "What's most important to you in this deal?"
- "If we could solve [X], would that change things?"
- "What concerns do you have about this approach?"
Labeling Emotions (Voss)
- "It seems like you're frustrated with..."
- "It sounds like this is important because..."
- "It looks like there's been some history here..."
Calibrated Questions (Voss)
- "How am I supposed to do that?"
- "What would you like me to do?"
- "How can we solve this problem?"
Reframing (Ury)
- "So what you're really saying is..."
- "Let me make sure I understand your concerns..."
- "If I hear you correctly, your main interest is..."
Building Agreement
- "What would it take to make this work?"
- "Is there any way we could..."
- "I want to find a solution that works for both of us."
Warning Signs
Watch for these and adjust tactics:
- Hardball tactics: Threats, ultimatums, take-it-or-leave-it
- Response: Label it, don't react emotionally, ask calibrated questions
- Deception signals: Inconsistencies, vague answers, avoiding specifics
- Response: Ask probing questions, verify independently
- Impasse: Neither side budging
- Response: Reframe the problem, add issues, take a break
- Emotional escalation: Raised voices, personal attacks
- Response: Go to the balcony, label emotions, slow down