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The fundamentals of negotiation
Before the 360 techniques, the big concepts. The landmarks that organise the whole discipline and make sense of every technique. Start here.
Distributive and integrative negotiation
Win-lose or win-win: the two paradigms that shape every negotiation.
Read →The Harvard method: principled negotiation
The four principles of Fisher and Ury: negotiate on the merits, without wrecking the relationship.
Read →Positions and interests: the distinction that unlocks
Stop defending what you demand, discover what you actually need.
Read →BATNA, ZOPA and reservation price: the geometry of a negotiation
Measure your room for manoeuvre before you negotiate, and know when to walk away.
Read →Cognitive biases in negotiation
The mental traps that distort a negotiation, in the other side and in yourself.
Read →Power in negotiation
Where leverage really comes from, and how to shift it without raising your voice.
Read →Ethics and manipulation: the line not to cross
Telling legitimate influence apart from manipulation, and spotting dirty tricks.
Read →The five negotiation styles (Thomas-Kilmann)
Competing, collaborating, compromising, avoiding, accommodating: which one are you?
Read →Preparing a negotiation
80 % of the outcome is decided before you sit down.
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