A free, self-paced textbook in 7 chapters. Read a chapter, then drill it with the 242 companion flashcards using spaced repetition.
Negotiation is fundamentally a discussion aimed at reaching an agreement between two or more parties whose interests differ. At the heart of every negotiation lie a few structural...
Persuasion rests on deep patterns of human psychology. Robert Cialdini identified seven principles that consistently shape compliance: reciprocity, the norm of returning favors; co...
Former FBI lead hostage negotiator Chris Voss built his method around the idea that empathy, used strategically, is the most powerful tool at the table. Tactical empathy means unde...
Beyond mindset, negotiation is a craft of moves and counter-moves. Anchoring sets the initial reference point, which is why making the first offer is often advantageous: it shapes...
Preparation is the single most controllable variable in negotiation. The research checklist before any serious talk includes your goals, BATNA, ZOPA, market data, the counterpart's...
Likeability is not a soft skill but a hard driver of negotiation outcomes. Likeable people secure more compliance and trust, and rapport reduces resistance while increasing informa...
Some negotiations involve more than two parties, which introduces coalitions. In multi-party settings, a winning coalition can dictate terms, while a blocking coalition can prevent...