The Law To Know

Free living map

Negotiation: A Living Map

Negotiation begins with what people want, not what they say: positions sit on top of interests. Preparation fixes your alternative, walk-away and the zone of agreement. Opening and anchoring set the frame, trades make the pie bigger, pressure tactics need to be recognised and answered, listening and questions keep the talks open, and honest closing turns agreement into a deal. Press Play to watch the map build, click an idea for its definition and the usual trap, or trace a short case. A simplified teaching map.

then explorefeedsif resisted

Hover over an idea to light up what it connects to, click it for its definition, minimum requirements, an example and the usual trap, press Play to watch the map build step by step, or trace a short case through it.

Simplified teaching map, in general terms. Check the law where you work. On a small screen, scroll the map sideways.

Learn it properly

The full lecture, exercises and quiz behind this map are in Across the Table: Module 1, and that module is free to read.

More living maps