Personal Dev Negotiation¶
10 cards — 🟢 3 easy | 🟡 4 medium | 🔴 3 hard
🟢 Easy (3)¶
1. What is a BATNA and why is it the most important thing to know before negotiating?
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BATNA (Best Alternative To a Negotiated Agreement) is your best option if the current negotiation fails. It defines your walk-away point and is the source of real leverage. If your BATNA is strong (another job offer, another vendor), you negotiate from strength. If weak (no alternatives), you are at the other party's mercy. Always know your BATNA before entering negotiation, and invest effort in improving it beforehand.2. Why does preparation beat charisma in negotiation, and what three things should you define before any negotiation?
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Preparation beats charisma because negotiation outcomes depend on information, alternatives, and structure -- not persuasiveness. Before any negotiation, define: (1) your target (best realistic outcome), (2) your reservation price (the worst deal you will accept), and (3) your walk-away point (when to leave the table). Without these, discomfort will push you into premature concessions.3. What is the anchoring effect in negotiation and should you make the first offer?
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The first number stated in a negotiation disproportionately influences the final outcome -- this is anchoring. Research shows the party who anchors first tends to get outcomes closer to their target, provided the anchor is within a reasonable range. Make the first offer when you have good information about the range. Avoid anchoring first when you have poor information, because you might anchor too low and leave value on the table.🟡 Medium (4)¶
1. What is the ZOPA and what happens when there is no ZOPA?
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ZOPA (Zone of Possible Agreement) is the overlap between your reservation price and the other party's reservation price. If you will accept no less than $120K and they will pay up to $140K, the ZOPA is $120K-$140K. When there is no ZOPA (your minimum exceeds their maximum), no deal is possible and both parties should pursue their BATNAs. Discovering this early saves time and prevents bad deals.2. What is the difference between interest-based and positional negotiation?
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Positional negotiation focuses on specific demands: "I want $150K." Interest-based negotiation focuses on underlying needs: "I need financial security and recognition of my market value." Positional bargaining is zero-sum -- one side's gain is the other's loss. Interest-based negotiation often reveals non-obvious solutions because parties may have different priorities. One side may value salary while the other values equity, creating room for creative agreements.3. What is logrolling and how does it create value in negotiations?
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Logrolling means trading concessions on issues where parties have different priorities. If you care more about remote work flexibility and they care more about start date, you can give them an earlier start date in exchange for fully remote status. Both sides get more of what they value most. It only works when you understand the other party's priorities, which is why interest-based questioning is essential before proposing trades.4. What are Chris Voss's labeling and mirroring techniques and when do you use them?
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Labeling means naming the other party's emotion: "It seems like you are frustrated with the timeline." This makes them feel heard and often prompts them to elaborate on their real concerns. Mirroring means repeating the last 1-3 key words they said with an upward inflection, which encourages them to keep talking and provide more information. Both techniques build rapport and extract information without revealing your position.🔴 Hard (3)¶
1. Why is silence a powerful negotiation tool, and what is the danger of talking to relieve tension?
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Silence after making an offer or hearing a counteroffer puts psychological pressure on the other party to fill the gap, often with concessions or information. Talking to relieve tension is dangerous because discomfort causes people to negotiate against themselves -- making concessions before the other party has even responded. The discipline: state your position, then stop talking. Let the other party respond first, even if the silence feels uncomfortable.2. What is a reservation price and why should you never reveal yours?
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Your reservation price is the absolute worst deal you would accept over walking away. Revealing it collapses the ZOPA to your disadvantage -- the other party will offer exactly at your reservation price, leaving all surplus value with them. Instead, communicate your target (aspirational but justifiable) and let the negotiation work toward the middle. If they reveal their reservation price, you have a massive information advantage.3. How do you prepare for a multi-issue negotiation where salary is just one of several variables?