---
id:"kb-2026-00435"
title:"Negotiation Skills"
schema_type:"TechArticle"
category:"business"
language:"en"
confidence:"high"
last_verified:"2026-05-22"
generation_method:"ai_assisted"
ai_models:["claude-opus"]
derived_from_human_seed:true
primary_sources:
  - title:"Getting to Yes (Fisher, Ury, Patton)"
    type:"book"
    year:1981
    url:"https://www.penguinrandomhouse.com/books/324551/getting-to-yes-by-roger-fisher-and-william-ury/"
    institution:"Penguin"
secondary_sources:
  - title: "MDN Web Docs — HTTP"
    type: "documentation"
    year: 2026
    url: "https://developer.mozilla.org/en-US/docs/Web/HTTP"
    institution: "Mozilla"
  - title: "RESTful Web APIs"
    authors: ["Richardson", "Amundsen"]
    type: "book"
    year: 2013
    url: "https://www.oreilly.com/library/view/restful-web-apis/9781449359713/"
    institution: "O'Reilly"
completeness: 0.88
ai_citations:
  last_citation_check:"2026-05-22"
---

## 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/)