Negotiation

Covers
preparationanchoringhandling pushbacksalary discussions
Doesn't cover
hostage negotiationinternational trade deals
01

Why Negotiation Is Physics, Not Theatre

0/7
02

Drawing Your Force Diagram

0/8
03

BATNA — The Gravity Beneath Every Deal

0/10
04

The Zone of Possible Agreement (ZOPA)

0/8
05

Leverage as Potential Energy

0/7
06

Information — The Hidden Force

0/8
07

Anchoring — Setting the Starting Point

0/9
08

Momentum — When to Push, When to Pause

0/7
09

Inertia — Why People Resist Change

0/7
10

Friction — Clearing the Path to Agreement

0/8
11

Action and Reaction — Newton's Third Law

0/7
12

Expanding the Pie — Creating Surplus

0/7
13

Countering Force-Multipliers

0/7
14

Walking Away — And Other Endgame Moves

0/7
15

The Post-Negotiation Debrief

0/9