negotiation
3 free lessons tagged negotiation across Business. Each one is a short sequence of focused steps with narration and a five-question quiz at the end — take them in any order, no signup required.
Anchoring, Value Creation, and Tactics
How to move the price inside the ZOPA. Covers the anchoring power of first offers and the evidence behind it, when to open versus wait, multiple equivalent simultaneous offers (MESOs) that create and claim value at once, common tactics and their counters, and how to negotiate from a weak BATNA.
Leverage: BATNA, Reservation Price, and the ZOPA
Real negotiating power comes from your alternatives, not your volume. This lesson defines your BATNA (best alternative to a negotiated agreement), derives your reservation price from it, and shows how the overlap of both sides' walkaway points, the ZOPA, decides whether a deal is even possible. With a fully worked numeric example.
Positions, Interests, and Two Kinds of Bargaining
Negotiation is a learnable skill, not a personality trait. This lesson separates positions from the interests beneath them, contrasts distributive bargaining (claiming a fixed pie) with integrative bargaining (creating value through trades), and introduces the principled-negotiation framework from Fisher and Ury's Getting to Yes.