Table of Contents
Front Matter
Main Content
Why Negotiation Matters
The skill that shapes your salary, your purchases, and your relationships.
The Negotiation Mindset
From adversarial to collaborative — the shift that changes everything.
Preparation: The Real Work
Negotiations are won before they begin.
Understanding Interests
Positions are what people say they want. Interests are why they want it.
BATNA: Your Source of Power
Your best alternative determines your strength.
Opening and Anchoring
How to start negotiations and set favorable reference points.
Making and Receiving Offers
The mechanics of proposals, counteroffers, and concessions.
Creating Value
Expanding the pie before dividing it.
Handling Tactics and Pressure
Recognizing and responding to hardball moves.
Difficult Negotiations
When emotions run high, trust is low, or power is imbalanced.
Using AI for Negotiation
Prepare, practice, and strategize with AI assistance.
Negotiation Situations
Salary, buying, selling, business deals, and everyday negotiations.