Negotiation Fundamentals

Negotiation is a learnable skill, not a personality trait, and it decides salaries, deals, and partnerships. This cursus builds it from the ground up. First, see past positions to the interests beneath, and learn why creating value beats fighting over a fixed pie. Then measure your real leverage with BATNA, reservation price, and the ZOPA. Finally, move the outcome your way: anchoring and first offers, multiple-offer techniques that create and claim value at once, common tactics and their counters, and how to negotiate when you have no Plan B.