negotiation

# 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

| Situation | Load These References |
|-----------|----------------------|
| Salary/compensation | `kellogg-medvec.md`, `bargaining-advantage.md` |
| Business deals/M&A | `harvard-principled.md`, `kellogg-medvec.md` |
| Difficult counterpart | `fbi-tactical.md`, `harvard-principled.md` |
| Sales/closing deals | `camp-system.md`, `wharton-emotional.md` |
| Conflict resolution | `wharton-emotional.md`, `harvard-principled.md` |
| Power imbalance (you're weaker) | `negotiation-genius.md`, `camp-system.md` |
| Multi-party/complex | `harvard-principled.md`, `kellogg-medvec.md` |
| Cross-cultural | `wharton-emotional.md`, `bargaining-advantage.md` |
| Universal concepts | `core-concepts.md` |

## 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

| File | Methodology | Key Techniques |
|------|-------------|----------------|
| `harvard-principled.md` | Fisher/Ury | 4 principles, BATNA, Getting Past No |
| `kellogg-medvec.md` | Victoria Medvec | MESOs, Issue Matrix, fear removal |
| `fbi-tactical.md` | Chris Voss | Tactical empathy, mirroring, labeling |
| `wharton-emotional.md` | Stuart Diamond | 12 strategies, emotional payments |
| `negotiation-genius.md` | Deepak Malhotra | Deadlock breaking, weakness negotiation |
| `bargaining-advantage.md` | G. Richard Shell | 6 foundations, 4-step process |
| `camp-system.md` | Jim Camp | "No" philosophy, eliminating neediness |
| `core-concepts.md` | Universal | BATNA, ZOPA, anchoring, framing |

## 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