Negotiation

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

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

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