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

Coaching Mode Workflow

1. •

   Assess the situation

   • •What type of negotiation is this?
   • •Who is the counterpart? What do you know about them?
   • •What's at stake?
2. •

   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?
3. •

   Load relevant methodology based on situation type above

4. •

   Prepare tactical approach

   • •Opening strategy (anchor or respond?)
   • •Key phrases and calibrated questions
   • •Concession strategy
5. •

   During negotiation: Provide real-time suggestions

   • •Specific language to use
   • •Tactics to employ
   • •Warning signs to watch for
6. •

   Post-negotiation debrief

   • •What worked?
   • •What could improve?
   • •Lessons for next time

Reference Files

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