BATNA · Anchor · Concessions · Walk-Away
| Principle | How |
|---|---|
| Never negotiate against yourself | State position and wait. Silence is power. |
| Anchor first if possible | First number frames the entire discussion |
| Trade, don't give | "I can do X if you do Y" |
| Focus on interests, not positions | "Why?" reveals creative solutions |
| Know your BATNA | Stronger alternative = more power |
| Be willing to walk away | The party who can walk has all leverage |