The Briefing Book is a great place to start your learning with Negotiable.
We’ve condensed our most important lessons about negotiating into this collection of five short video chapters. In under 30 minutes, the Briefing Book:
Debunks widely-believed myths about bargaining
Introduces the Five Dramas, our framework for what to pay attention to, and prepare for, when bargaining
Highlights the value of smart trades, a critical move that can expand the “pie,” creating value for both sides
Walks through the components of an Information Strategy, including preparing for what to discover and what to reveal or hold back
Want a preview? Watch Chapter 1 right here:
The Briefing Book is accompanied by tools that help you apply the ideas to your own situation.
Our Five Dramas Quick Look worksheet guides you to apply the Five Dramas framework, quickly helping you identify factors you can harness for success. The Information Strategy Audit leads you through preparing for the negotiation conversation, including what to ask and what share (or hold back).
For some users, the Briefing Book and accompanying tools are all that they need. Others look to go further. Some move on to the Fixed Pie Playbook, a workbook and sequence of videos that focus on zero-sum tug-of-war bargaining over issues such as price.
Others dig deeper with our Basics of Bargaining sequence, filled with examples and practical advice as well as pitfalls to avoid.
We think the Briefing Book will change how you think about negotiation. And that shift in thinking will increase your odds of success … and your comfort with bargaining.
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