Negotiation Persuasion

A discussion aimed at reaching an agreement between two or more parties with differing interests.

Best Alternative to a Negotiated Agreement — your fallback if no deal is reached.

It defines your walk-away point and improves your bargaining power.

Zone of Possible Agreement — the range where both parties' acceptable terms overlap.

The least favorable terms you would accept before walking away.

Setting an initial reference point that influences subsequent offers.

It anchors the discussion in your favor.

The tension between competing (claiming value) and cooperating (creating value).

A zero-sum negotiation where parties divide a fixed pie.

A negotiation seeking mutual gains by expanding the pie.

An approach focusing on interests, options, criteria, and separating people from the problem.

Separate people from the problem; focus on interests, not positions; invent options for mutual gain; insist on objective criteria.