People & Influence
Negotiation & Persuasion
Reach agreement without losing yourself
Novice
Mastery0%
Novice
People & Influence
Reach agreement without losing yourself
Novice
Subdomain
The best long-term negotiators leave the other side glad they made the deal. Short-term wins by deception cost you the next ten deals.
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.