Negotiation

Evidence-based negotiation practices.

7 concepts in this area — each broken into concrete practices with the real mechanism, an honest read on the evidence, and how to practice it with IX Coach.

• BATNA: Your Best Alternative to a Negotiated Agreement — What is BATNA and how does knowing your best alternative change how you negotiate?
• Expanding the Pie: Negotiation Beyond Splitting the Difference — How do you create more value in a negotiation instead of just dividing what exists?
• Interests vs. Positions: The Core of Integrative Negotiation — What is the difference between interests and positions in negotiation, and why does it matter?
• Principled Negotiation, Made Practical — What is principled negotiation and how do you use it to reach better agreements?
• The Ackerman Method, Made Practical — What is the Ackerman method in negotiation and how do you use it to make offers?
• The Flinch and Reactive Devaluation, Made Practical — What is the flinch in negotiation and how do reactive devaluation effects shape deal-making?
• ZOPA: The Zone of Possible Agreement — What is ZOPA in negotiation and how do you find and use the zone of possible agreement?