Negotiation

3. People — Players and Styles

• Who are the decision-makers? Who influences them?
• What are their negotiation styles? (Competitive, collaborative, accommodating, avoiding)
• What is their emotional state and relationship to the outcome?
• Understanding the human element often matters more than the substance.

4. Process — Phases and Tactics

Negotiations typically follow phases:

1. Preparation (most important — use the Planning Canvas)
2. Opening (set the tone, anchor expectations)
3. Exploring (trade information, identify creative options)
4. Closing (finalize terms, document agreement)

5. Power — Leverage and Information

Sources of power:

• BATNA strength — The stronger your alternative, the more power you have
• Information asymmetry — Knowing more than the other side
• Time pressure — Who needs a deal more urgently?
• Authority — Who can actually say yes?
• Legitimacy — Precedents, market data, standards that support your position

The Planning Canvas

A structured preparation tool. Before any negotiation, complete:

1. Define your principles (goals, interests, walk-away, BATNA)
2. Map the other side's principles
3. List all issues and parameters
4. Identify the people involved and their styles
5. Plan your process (opening, key questions, concession strategy)
6. Assess power dynamics

Cognitive Biases in Negotiation

Be aware of biases that distort judgment:

• Anchoring — First number on the table disproportionately influences the outcome
• Fixed-pie bias — Assuming the negotiation is zero-sum when it's not
• Reactive devaluation — Automatically undervaluing the other side's proposals
• Endowment effect — Overvaluing what you already have

Salary Negotiation Playbook

Key principles:

• Always negotiate (not negotiating leaves money on the table)
• Negotiate the full package, not just base salary
• Use market data as legitimacy ("According to Glassdoor/Levels.fyi...")
• Frame requests around value you bring, not personal needs
• Get the offer in writing before accepting

Core Philosophy

Negotiation is a game — make it fun. The best outcomes create value for both parties. Prepare thoroughly, be aware of your biases, and use the 5P Framework to stay structured.

For the complete framework, Planning Canvas template, bias catalog, and salary playbook, see references/negotiation-frameworks.md.

Key Instructor

• Brian McDowell — 5P Framework, negotiation strategy