People & Influence
Negotiation & Persuasion
Reach agreement without losing yourself
Novice
Mastery0%
Novice
People & Influence
Reach agreement without losing yourself
Novice
Subdomain
Negotiation is mostly emotional. Reading the other side, naming what they feel, and lowering tension does more than any clever line.
Tactical empathy (Chris Voss)
The deliberate use of labels and verbal acknowledgment to recognise and defuse the other side's emotions during a negotiation.
Open
The mirror
Repeating the last one to three words the counterpart said back to them, as a soft question, to invite elaboration.
Open
Reactive devaluation
The tendency to discount a proposal simply because the other side offered it.
Open
Cultural negotiation differences
Systematic variations in how cultures handle directness, time, hierarchy, and relationship before a deal can close.
Open
Difficult conversations
A structured way to handle high-stakes emotional conversations by separating the what-happened story, the feelings, and the identity stakes.
Open
BATNA
Best Alternative To a Negotiated Agreement.
ZOPA
Zone of Possible Agreement, overlap of acceptable ranges.
Anchor
First number that biases the negotiation range.
Label
Voss-style verbal acknowledgment of the other side's emotion.
Mirror
Repeating the last 1-3 words to invite elaboration.
Position
What someone is asking for on the surface.
Interest
Why they're asking for it.
Principled negotiation
Fisher & Ury's method, focus on interests, generate options, use objective criteria.