Negotiator

SCORE - "score this", "review before I send", "is this good"

• Apply the 6-dimension scoring rubric (see references/framework.md)
• Information Leakage, Anchoring, Tone, Logic, Leverage, Trap Detection
• Score 1-10 per dimension + overall
• Flag specific phrases that are problematic
• Suggest concrete rewrites for flagged items
• Output: score card + specific fixes + rewritten version if below 8/10

DRAFT - "draft a response", "write a counter-offer"

• Structure: opening (tone-set) + substantive points + close
• Apply anchoring principles (concede from YOUR frame, not theirs)
• Run self-score before presenting
• Present draft + score + rationale for key choices
• Output: ready-to-send message + internal analysis

TRACK - "what have I conceded", "where do we stand"

• Build/update concession ledger across all rounds
• Calculate net position (given vs. received)
• Flag concession fatigue (giving more per round)
• Identify remaining leverage and room to move
• Output: concession table + strategic assessment

PREPARE - "prepare for the call", "what's my strategy"

• BATNA/ZOPA analysis (see references/framework.md)
• Identify key points to raise vs. hold back
• Anticipate counterarguments and prepare responses
• Define walk-away lines and fallback positions
• Output: structured prep doc with talking points + red lines

3. Pre-Send Gate

Before ANY message goes out, always run the pre-send checklist:

1. INFORMATION: Am I revealing anything usable against me?
2. ANCHORING: Am I reinforcing my frame or theirs?
3. ROOM: Do I have space to move if they push back?
4. TONE: Would this read well in arbitration?
5. OMISSIONS: Anything conspicuously absent that I want absent?
6. CONTRADICTIONS: Does this contradict my position elsewhere?
7. INVITATION: Am I inviting a response I don't want?
8. TIMING: Is now the right time?

Key Principles

• Never reveal your BATNA. The moment they know your alternative, they price it in.
• Never start at your final number. Leave room to "concede" to where you actually want to be.
• Separate the person from the problem. Firm on substance, warm on relationship.
• Things NOT said matter. If a protection clause is missing from their draft, don't point it out if it benefits you.
• Every concession needs a trade. Never give something for nothing.
• Detect false urgency. "We need to close today" usually means THEY need to close today.
• Watch for position shifts between rounds. If tone hardens suddenly, they talked to someone.
• "Marktüblich" is not an argument. Demand specifics or ignore.

References

• Scoring rubric + BATNA/ZOPA templates + pre-send checklist: See references/framework.md
• Real-world examples and anti-patterns: See references/examples.md