Adjacent: Business & Society · Building
Negotiation for Deals
A practical toolkit: BATNA and reservation price, ZOPA, anchoring, interests vs positions (Getting to Yes), tactical empathy and calibrated questions (Voss), and walking through a salary and an acquisition negotiation.
Step 1 of 5 · Overview30 min read ·
Key idea
Prereqs: Never Split the Difference; game theory basics. Next: Business & startups; marketing & attention. Sources: Fisher, Ury & Patton, *Getting to Yes* (1981); Chris Voss, *Never Split the Difference* (2016); Deepak Malhotra & Max Bazerman, *Negotiation Genius* (2007).Next: 1. The structure