A genius never feels trapped because they always know their BATNA.
Your Reservation Value is your absolute walk-away point. In a buying scenario, it is the maximum price you will pay. In a selling scenario, it is the minimum price you will accept. Never reveal your RV to the other party. ZOPA (Zone of Possible Agreement)
Pause during heated moments to check if emotion or pride is driving your decisions. negotiation genius pdf
: Provides tactical advice for high-stakes scenarios, such as negotiating from a position of weakness, dealing with lies and deception, and knowing when to walk away from a deal. Key Strategic Pillars Value Creation
: Assign a point value or percentage to every negotiated point. A genius never feels trapped because they always
Geniuses use hypotheticals to de-risk conflict. Instead of saying, "You need to lower the price," say, "What if we could lower the delivery cost by 15%? Would that change your pricing structure?" This gets them to reveal their logic without defending an ego.
: Treat negotiation as an information-gathering exercise. Ask questions to uncover the other party's underlying interests rather than just fighting over their stated positions. Focus on Win-Win In a selling scenario, it is the minimum
How information is presented matters as much as the information itself. People are naturally risk-averse when facing potential gains, but risk-seeking when facing potential losses. Frame your proposals highlighting what the other side stands to lose if they reject the deal, rather than simply what they stand to gain. Egocentric Blind Spots
to understand their relative power. 2. Reservation Value (RV) Establish your "walk-away" point.