Negotiation
The discipline of extracting value under constraint.
Negotiation is the discipline of extracting value under constraint without breaking the relationship. This course teaches preparation as the largest lever, principled negotiation as the frame, and walking away as a real option.
You will finish with a written plan for a real negotiation you are about to enter.
- 01
Prepare a negotiation before it starts.
- 02
Trade on interests, not positions.
- 03
Walk away without theater.
- — None.
1 week · ~3 hours plus the Lab.
- IModule · ~1 hour.
Preparation
The half of a negotiation that happens before the meeting.
Half the negotiation happens before the meeting. This module structures that half.
What You Will Be Able To Do- — State BATNA and reservation price.
- — Anticipate counterparty interests.
- — Choose a first move.
Why herePreparation is the lever you fully control.
- IIModule · ~1 hour.
The conversation
Interests, options, criteria.
Principled negotiation separates people from problems and trades on interests.
What You Will Be Able To Do- — Separate people from the problem.
- — Structure multi-issue trades.
- — Use objective criteria.
Why herePrincipled moves outlast tactical ones.
- IIIModule · ~1 hour plus the Lab.
Difficult cases
When the other side will not negotiate.
When the other side will not negotiate or holds all the power, the moves change.
What You Will Be Able To Do- — Negotiate from weakness.
- — Handle bad-faith tactics.
- — Write a negotiation plan.
Why hereThe hard cases are where the discipline pays for itself.
Negotiators who prepare, win. Negotiators who improvise, learn expensively.