Negotiation
Prepare and run talks that expand value and survive scrutiny: separate people from the problem, focus on interests, invent options, and anchor with objective criteria—not theatrics alone.
When to Use
- Scope, salary, vendor terms, partnerships, or any deal where positions hide tradeable interests.
Workflow
- Interests vs. positions: list what each side actually needs (security, speed, credit, risk limits), not opening demands.
- BATNA: best alternative if no deal—know yours and probe theirs without bluffing.
- ZOPA: estimate overlap where agreement is possible; test with hypotheticals before committing.
- Options: brainstorm mutual-gain packages (different currencies: time, scope, risk, price).
- Criteria: tie claims to benchmarks, specs, or market data; watch anchoring—justify first numbers.
- Walk-away: define in advance what fails the deal.
Examples
Example 1: Vendor price high → trade payment terms or SLAs for headline fee; cite comparable tiers.
Example 2: Internal headcount fight → map “quality vs. date” interests; propose phased scope with measurable exit ramp.
1---2name: negotiation3description: Negotiation4---5# Negotiation67Prepare and run talks that expand value and survive scrutiny: separate people from the problem, focus on interests, invent options, and anchor with objective criteria—not theatrics alone.89## When to Use10- Scope, salary, vendor terms, partnerships, or any deal where positions hide tradeable interests.1112## Workflow131. **Interests vs. positions:** list what each side actually needs (security, speed, credit, risk limits), not opening demands.142. **BATNA:** best alternative if no deal—know yours and probe theirs without bluffing.153. **ZOPA:** estimate overlap where agreement is possible; test with hypotheticals before committing.164. **Options:** brainstorm mutual-gain packages (different currencies: time, scope, risk, price).175. **Criteria:** tie claims to benchmarks, specs, or market data; watch **anchoring**—justify first numbers.186. **Walk-away:** define in advance what fails the deal.1920## Examples21**Example 1:** Vendor price high → trade payment terms or SLAs for headline fee; cite comparable tiers.2223**Example 2:** Internal headcount fight → map “quality vs. date” interests; propose phased scope with measurable exit ramp.
sethdford