Negotiation Mastery

BATNA Worksheet — Best Alternative to a Negotiated Agreement

Your BATNA is what happens if no deal is reached. Knowing it precisely is the single biggest source of leverage in any negotiation.

The 4-question BATNA worksheet

1. What is my best alternative if this deal fails? (Concrete, not "something else.")
2. How likely is that alternative? (0–100%) What conditions need to hold?
3. What is its value to me? Dollar value if quantifiable; equivalent terms otherwise.
4. What can I do now to strengthen my BATNA? The week before a negotiation is BATNA-building week.

BATNA worksheet template

Their BATNA (estimate)

Walk-Away Calculator

Translate your BATNA into a hard number — the price (or terms) below which you will walk away. Decide it before the conversation; defend it during.

ZOPA Mapper — Zone of Possible Agreement

ZOPA is the overlap between your reservation price and theirs. Map it; the deal lives there or nowhere.

ZOPA worksheet

The three ZOPA scenarios

1. Positive ZOPA: their walk-away is more generous than yours. Deal will close — fight for the share of the surplus.
2. Zero ZOPA: walk-aways match. Deal closes only if both sides shift assumptions or expand the pie.
3. Negative ZOPA: no overlap. Either expand the pie (add issues, change frame) or walk.

Anchor Design

The first number changes the rest of the conversation. Anchor first, anchor high (or low, depending on side), and anchor with reasoning.

The 3-part anchor

1. The number — at the edge of plausible, not the edge of reasonable.
2. The justification — 2–3 specific reasons (data, comparable, value).
3. The connection to value — what they get for that number, not just what you want.

Anchor templates

When NOT to anchor first

• You have less information about market price than they do.
• The relationship matters more than the price (then ask, listen, build).
• You suspect they will throw a number wildly favorable to you.

Multi-Issue Tradeoff Scorer

Most negotiations involve more than price. Score each issue by importance, then trade across them — give what they value most, in exchange for what you value most.

Salary Negotiation Playbook

A scripted protocol for the highest-leverage 30 minutes of your career.

The 9-step salary protocol

1. Research your range. 5+ data points (Levels.fyi, Glassdoor, Blind, market reports, peers).
2. Refuse to share current salary. "I'd rather focus on the value of this role." (In jurisdictions where they can't legally ask anyway.)
3. Defer the number. "Once I understand the scope and the package, I'll be in a better position to discuss numbers."
4. Anchor with a researched range. "Based on the role and market data, I'm targeting [$X–$Y]."
5. Get the offer in writing. Always.
6. Take 24–72 hours. "I want to think this through carefully. I'll come back to you by [date]."
7. Counter once, with reasoning. "Based on [the research / the scope / a competing offer], I was hoping to land closer to [$X]. Is that something we can work toward?"
8. Use silence. After the ask, stop talking.
9. Get the final offer in writing again. Verbal final → written final → signature. In that order.

Phrases that work

• "I'm excited about the role. I want to find a number that works for both of us."
• "Help me understand how you arrived at this number."
• "What flexibility do you have on [base / bonus / equity / sign-on]?"
• "If we can't move on base, what about the sign-on?"
• "I'm hoping for a number that reflects [the scope / market / impact]."

Phrases to avoid

• "I need…" (creates a need-frame, weakens your position).
• "Can you do better?" (vague, easy to say no).
• "Ok." (when offered. Take time, don't accept on the call.)
• Anything that says or implies "I have no other options."

Difficult Conversation Prep

Negotiations are hard conversations. Hard conversations follow a structure that makes them easier — for you and for them.

The 5-step prep

1. What is the actual issue? One sentence. If you can't write it, you're not ready.
2. What is my goal for this conversation? (Not "win" — a specific outcome.)
3. What's the story I'm telling myself? What might be wrong about it?
4. What might they be feeling / fearing? Steelman their position.
5. How will I open? Write the first 30 seconds verbatim.

The opener template

"Thanks for making time. I'd like to talk about [specific issue]. From my perspective, [your view in 1–2 sentences]. I'd like to understand your perspective and find a path forward that works for both of us. Can we start with you sharing how you see this?"

Tactics to keep the conversation productive

• "Yes, and…" not "yes, but…" Build, don't reject.
• Reflect what they said before responding. "What I'm hearing is…"
• Slow down on emotion. If voices rise, propose a 5-minute break.
• Stay on issues, off identities. "The proposal" not "you."
• Ask, don't tell. "How would that work?" beats "that won't work."

Counter-Offer Calculator

When you have a competing offer (or any other lever), use it well. Calculate the optimal counter, deliver it once, with reasoning.

Counter-offer script

"Thanks for the offer — I'm excited about the opportunity. I do have [a competing offer / market data / specific scope considerations] that puts me at [$counter]. I'd really like to make this work — is there flexibility to get to that number, or close to it?"

Concession Strategy

Concessions are the currency of a deal. Spend them slowly, in shrinking increments, and always for something in return.

Concession rules

1. Never concede unilaterally. Every concession exchanged for something.
2. Concede slowly and shrinking. First move: 50% of total range. Second: 30%. Third: 15%. Fourth: 5%. Signals you are near the floor.
3. Trade across issues, not within issues. Give on what costs you little; get on what they value little.
4. Label concessions. "If we move on [X], we'd need [Y]." Don't let your concessions disappear unacknowledged.
5. Save one small concession for the end. The "closing gift" that gets the deal signed.

Concession plan template

Negotiation Diary

Every negotiation is a learning opportunity — only if you log it. The diary is where the lessons compound.

Diary template (per negotiation)

Tactics Library — and the counters

A short library of tactics you'll see (and may use), and how to neutralise them.

Annual Negotiation Review

Once a year, audit your negotiation portfolio.

The 8-question annual review

1. What were the 3 biggest negotiations this year? (Salary, vendor, partner, family, etc.)
2. What's the cumulative dollar impact, positive or negative?
3. Where did I leave money / value on the table?
4. Where did I overplay and damage the relationship?
5. Which tactic served me best?
6. Which tactic was used against me most?
7. What is the single skill I want to build next year?
8. What's the negotiation I am avoiding right now? Why?

Negotiations I'm avoiding (the most expensive list)

1. ______
2. ______
3. ______

Negotiation Principles — the operator's code

1. BATNA before anything. Your best alternative is your real leverage.
2. Anchor first, anchor with reasoning. The first plausible number sets the tone.
3. Get it in writing before you say yes. Always.
4. Take time. Decisions on adrenaline are usually wrong.
5. Counter once. Then close or walk.
6. Trade across issues, not within. Expand the pie before fighting over slices.
7. Concede slowly, shrinkingly, in trade.
8. Use silence as a weapon. Or, more precisely, as a tool. Silence creates information.
9. Stay on issues, off identities. Hard on the problem, soft on the people.
10. Log every negotiation. Memory is a liar. The diary is where you actually improve.
11. Walk if it crosses your walk-away. No deal beats a bad deal.
12. The most expensive negotiation is the one you avoid. Have it.