Key Negotiation Concepts
Enhance your ability to negotiate effectively with fundamental concepts, proven techniques, and strategies that will help you reach better agreements in any situation.
Negotiation is a crucial skill in every professional field. It’s not just about getting what you want—it’s about creating value for all parties involved. A good negotiation builds lasting relationships and future opportunities.
This guide takes you step-by-step—from preparation through to post-negotiation review—providing actionable insights you can use right away.
Your Negotiation Learning Journey
This list follows the natural flow of a negotiation: preparation, creating value, claiming value, closing, and reviewing afterwards.
Essential Negotiation Concepts
13 carefully selected concepts to take your negotiation skills to the next level
Key Negotiation Concepts
A unified framework covering all negotiation phases: Preparation, Value Creation, Value Claiming, Closing, and Post-analysis.
Position vs. Interest
Learn to distinguish between what people *say* they want (positions) and the needs that drive them (interests). A critical skill for creative agreements.
Negotiation Preparation
Master BATNA, WATNA, Reservation Points and ZOPA. Preparation gives you the upper hand and reduces surprises.
Open vs. Closed Questions
Understand when to use open-ended or closed-ended questions to uncover useful insights and guide conversations productively.
Closed-Ended Questions
Ask precise, strategic questions to confirm details, accelerate decision-making, and maintain agreement control.
Avoid Asking “Why”
“Why” often makes people defensive. Learn alternative questioning strategies that foster trust and openness.
Creating Value
Go beyond compromise: focus on expanding the pie through collaboration, information sharing, and brainstorming alternative solutions that benefit all sides.
Claiming Value
Secure your fair portion of the outcomes by using tactical anchors, prioritizing concessions, and framing offers in a way that maximizes your advantage.
Closing the Negotiation
Recognize closing signals, formalize commitments, and make agreements enforceable.
Post-Negotiation Review
Analyze outcomes and metrics after the deal. Learn lessons and continuously improve future negotiations.
Leadership Styles
Discover how different leadership styles impact negotiation outcomes and how to adapt your approach to match the situation.
Negotiation Styles
Learn to recognize your negotiation style and adapt flexibly to others—essential for navigating diverse personalities and contexts.
Negotiation Tests
Evaluate your skills with negotiation tests designed to reveal strengths, blind spots, and areas for growth.