Negotiation foundations and decision preparation

Negotiation requires the relevant parties to agree. Define issues and authority, test hypotheses about interests, and distinguish a conditional offer from a final agreement. Derive a reservation limit from a feasible comparable alternative, including all costs and terms, and recalculate when that alternative changes. A position is a demand; an interest explains why it matters. Test explanations with questions and paraphrases rather than treating inferences as facts. Preparation connects issues, priorities, evidence and authority to a defined decision. An offer is not an agreement until its terms and approvals are complete.

Read the whole first subject without an account: its lessons, summary and review questions.