# Negotiation

> Negotiation

- Skill: `sethdford/negotiation` (Agent Skill, multi-file: 2 files)
- Install (CLI): `npx skillmds@latest add sethdford/negotiation`
- Raw SKILL.md: https://api.skillmd.com/api/skills/sethdford/negotiation/raw
- Safety review: pending
- Works with: Claude Code, Claude.ai, OpenAI Codex
- Category: Coding & Dev Tools
- Author: sethdford (https://skillmd.com/u/sethdford)
- Updated: 2026-09-17
- Page: https://skillmd.com/skills/sethdford/negotiation

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# 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
1. **Interests vs. positions:** list what each side actually needs (security, speed, credit, risk limits), not opening demands.
2. **BATNA:** best alternative if no deal—know yours and probe theirs without bluffing.
3. **ZOPA:** estimate overlap where agreement is possible; test with hypotheticals before committing.
4. **Options:** brainstorm mutual-gain packages (different currencies: time, scope, risk, price).
5. **Criteria:** tie claims to benchmarks, specs, or market data; watch **anchoring**—justify first numbers.
6. **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.