HOW TO NEGOTIATE
THE ULTIMATE NEGOTIATION CHEAT SHEET FROM THE WORLDS BEST UNIVERSITIES
HARVARD BUSINESS
SCHOOL MODEL
1. Develop your BATNA
Ex) Buying a car? Have two competing offers on the table.
2. Set the Ground Rules
Ex) Hosting a meeting? Agree on agenda beforehand.
3. Create a Connection
Ex) Meeting a new client? Chat about shared hobbies first.
4. Be an Active Listener
Ex) Partner talking? Understand and paraphrase.
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5. Pose Open Questions
Ex) Want insights? Ask, "What challenges are you focing?"
6. Identify Win-Win Scenarios
Ex) You want fast payment, they want a discount. Find the middle.
7. Dodge the Anchor
Ex) First offer too low? Counter with your researched price range.
8. Offer Multiple Choices
Ex) Selling a service? Provide three packages to choose from.
9. Use Future-Based Contracts
Ex) Contractor promises speed? Include a late penalty clause.
IO. Plan for Follow•Up
Ex) Closed a deal? Set quarterly check-ins to track progress
STANFORD MODEL
YALE MODEL FOR
PRINCIPLED NEGOTIATION
2 AGREE ON PROCESS
3. CALCULATE
HALF VALUE
1. IDENTIFY SHARED VALUE
MAKE
8. CONFIRM &
CLOSE
7. USE OPEN QUESTIONS
5. SHARE YOUR PRIORITIES
6. ASK THEIR PRIORITIES
CLOSE
BE FLEXIBLE
COMMUNICATE CLEARLY
APPLY ECONOMIC AND PSYCHOLOGICAL PRINCIPLES
FOSTER COLLABORATION
ACKNOWLEDGE EMOTIONS
DEFINE YOUR GOALS
SHIFT YOUR MINDSET
MIT MODEL
1. Distributive vs. Integrative Bargaining
• Identify what's fixed and what's flexible.
• Choose distributive for fixed, integrative for flexible.
• Set your minimum and ideal outcomes.
2. Emotional Management (Attitudinal Restructuring)
• Be aware of your own emotions.
• Gauge the other party's emotional state.
• Use positive language to build trust.
EMENT
DOL
3. Team Strategy (Intra-Organizational)
• Hold a pre-negotiation team meeting.
• Agree on a negotiation strategy.
• Assign roles within the team.
4. Relationship Building (Mutual Affinity)
• Start with small talk to build rapport.
• Be transparent but strategic.
• Maintain open lines of communication.
5. Adapt and Apply (Modern Adaptations & Daily Utility)
• Update your approach for different contexts.
• Use the principles in daily life.
• Keep learning and adapting your strategy.
