## TL;DR

Negotiation is a dialogue to reach agreement. Harvard Negotiation Project (Fisher & Ury): separate people from the problem, focus on interests (not positions), invent options for mutual gain, insist on objective criteria. BATNA (Best Alternative to Negotiated Agreement) — your power comes from ability to walk away.

## Core Explanation

BATNA: always know your walk-away option before negotiating. Anchoring: first number thrown out heavily influences outcome. Win-win vs. win-lose: most negotiations aren't zero-sum — look for integrative potential. Active listening: understand their interests. Silence is powerful — let the other side speak. 'Never split the difference' (Chris Voss): calibrated questions.

## Further Reading

- [Getting to Yes (Fisher, Ury, Patton)](https://www.penguinrandomhouse.com/books/324551/getting-to-yes-by-roger-fisher-and-william-ury/)