People & Influence
Negotiation & Persuasion
Reach agreement without losing yourself
Novice
Mastery0%
Novice
People & Influence
Reach agreement without losing yourself
Novice
Subdomain
The moves that shift outcomes at the table: anchoring, silence, calibrated questions, trades. Small craft choices compound into big swings.
Anchoring (the first number on the table)
The cognitive bias by which the first specific number in a negotiation pulls subsequent counter-offers and final settlements toward it.
Open
Calibrated questions
Open-ended how and what questions that hand the problem back to the other side without confrontation.
Open
Logrolling, trading across issues
Trading concessions across multiple issues so each side gets what it values most.
Open
Splitting the difference trap
Settling on the midpoint of two numbers as a quick fairness ritual that usually leaves value on the table.
Open
Multi-party negotiation dynamics
The strategic interactions, coalition formation, vote trading, and blocking minorities that emerge once three or more parties negotiate simultaneously.
Open
Coalition building
The pre-meeting work of aligning a subset of parties to act together so the room tips in a particular direction.
Open
Pre-commitment
Binding yourself in advance to a position or limit so the other side cannot pressure you off it during the meeting.
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.