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