NEGOTIA · LEARNING MATERIALS

Learning Materials

Core concepts of the methodologies you practice in the simulations.

In-depth guides: BATNA, SPIN, ZOPA and more

Harvard Method

Principled negotiation

Essence

Find a solution good for both sides: separate the people from the problem and bargain over interests, not positions.

Key concepts

01Separate people from the problem — keep emotions apart from substance.
02Focus on interests (why) rather than positions (what they demand).
03Invent options for mutual gain to expand the pie.
04Rely on objective criteria: market rates, standards, precedents.

How it's scored

People vs Problem — did you keep a constructive tone under pressure.
Interests vs Positions — did you uncover the counterpart's real interests.
Options for Mutual Gain — did you propose trades and creative options.
Objective Criteria — did you justify demands with data.

Tip: Before arguing over a number, ask 'why does that matter to you?'.

SPIN

Uncovering needs

Essence

Lead the counterpart with questions: from facts to pain, from pain to its implications, and to the value of a solution.

Key concepts

01Situation — facts about the current state.
02Problem — difficulties, pains and dissatisfactions.
03Implication — what the problem costs if left unsolved.
04Need-Payoff — the value and return of solving it.

How it's scored

Situation questions — keep minimal, just enough for context.
Problem questions — did you find the real pain.
Implication questions — did you raise urgency and cost of inaction.
Need-Payoff questions — did you translate the solution into value.

Tip: Depth beats volume: one strong implication question is worth five situation ones.

BATNA

Power of alternatives

Essence

Your negotiating power = the quality of your best alternative. Know your walk-away point and never concede without a trade.

Key concepts

01BATNA — your Best Alternative To a Negotiated Agreement, your plan B.
02Reservation point — the line beyond which a deal isn't worth it.
03Leverage — the stronger your alternative, the firmer your stance.
04Concession management — concede only for reciprocal value.

How it's scored

BATNA Clarity — did you understand your alternative.
Leverage — did you use the alternative to strengthen your position.
Reservation Discipline — did you avoid crossing your own line.
Concession Management — did you trade concessions instead of giving them away.

Tip: Never make a one-sided concession — always ask for something in return.