Agent-Skills.md

Agent Skills: Negotiation

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UncategorizedID: acossta/chief-of-staff-oss/negotiation
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pnpm dlx add-skill https://github.com/acossta/chief-of-staff-oss/tree/HEAD/.claude/skills/negotiation

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.claude/skills/negotiation/SKILL.md

Skill Metadata

Name
negotiation
Description
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Negotiation

World-class negotiation coaching synthesizing methodologies from Harvard, Kellogg, Wharton, HBS, and FBI experts.

Mode Selection

Ask: "Are you preparing for a negotiation, or are you in one right now?"

  • Coaching Mode: Real-time guidance during active negotiations
  • Reference Mode: Pre-negotiation preparation and framework review

Quick Start: Universal 5-Step Framework

Use this for any negotiation without loading additional references:

Step 1: Prepare Your BATNA

  • What's your best alternative if this negotiation fails?
  • What's THEIR best alternative?
  • The stronger your BATNA, the more power you have

Step 2: Identify Interests (Not Positions)

  • Position: "I want $150K salary"
  • Interest: "I need financial security and recognition of my value"
  • Ask "Why?" and "Why not?" to uncover interests

Step 3: Expand the Pie

  • Add issues beyond the obvious (timing, scope, terms, flexibility)
  • Trade items you value less for items you value more
  • Use MESOs: Present 3 equivalent offers to learn their priorities

Step 4: Anchor Strategically

  • If you know the ZOPA better than they do, make the first offer
  • Anchor at the edge of the range that favors you
  • Use precise numbers ($147,500 not $150,000) for stronger anchors

Step 5: Build Agreement

  • Label emotions: "It sounds like you're concerned about..."
  • Use calibrated questions: "How would you like me to proceed?"
  • Build a golden bridge: Make it easy for them to say yes

Situation-Based Methodology Selection

| Situation | Load These References | |-----------|----------------------| | Salary/compensation | kellogg-medvec.md, bargaining-advantage.md | | Business deals/M&A | harvard-principled.md, kellogg-medvec.md | | Difficult counterpart | fbi-tactical.md, harvard-principled.md | | Sales/closing deals | camp-system.md, wharton-emotional.md | | Conflict resolution | wharton-emotional.md, harvard-principled.md | | Power imbalance (you're weaker) | negotiation-genius.md, camp-system.md | | Multi-party/complex | harvard-principled.md, kellogg-medvec.md | | Cross-cultural | wharton-emotional.md, bargaining-advantage.md | | Universal concepts | core-concepts.md |

Coaching Mode Workflow

  1. Assess the situation

    • What type of negotiation is this?
    • Who is the counterpart? What do you know about them?
    • What's at stake?

  2. Develop your position

    • What's your target outcome?
    • What's your BATNA?
    • What's their likely BATNA?
    • What interests (yours and theirs) are at play?

  3. Load relevant methodology based on situation type above

  4. Prepare tactical approach

    • Opening strategy (anchor or respond?)
    • Key phrases and calibrated questions
    • Concession strategy

  5. During negotiation: Provide real-time suggestions

    • Specific language to use
    • Tactics to employ
    • Warning signs to watch for

  6. Post-negotiation debrief

    • What worked?
    • What could improve?
    • Lessons for next time

Reference Files

| File | Methodology | Key Techniques | |------|-------------|----------------| | harvard-principled.md | Fisher/Ury | 4 principles, BATNA, Getting Past No | | kellogg-medvec.md | Victoria Medvec | MESOs, Issue Matrix, fear removal | | fbi-tactical.md | Chris Voss | Tactical empathy, mirroring, labeling | | wharton-emotional.md | Stuart Diamond | 12 strategies, emotional payments | | negotiation-genius.md | Deepak Malhotra | Deadlock breaking, weakness negotiation | | bargaining-advantage.md | G. Richard Shell | 6 foundations, 4-step process | | camp-system.md | Jim Camp | "No" philosophy, eliminating neediness | | core-concepts.md | Universal | BATNA, ZOPA, anchoring, framing |

Key Phrases to Use

Opening

  • "Help me understand your perspective on this."
  • "What would make this work for you?"
  • "I'd like to explore some options together."

Exploring Interests

  • "What's most important to you in this deal?"
  • "If we could solve [X], would that change things?"
  • "What concerns do you have about this approach?"

Labeling Emotions (Voss)

  • "It seems like you're frustrated with..."
  • "It sounds like this is important because..."
  • "It looks like there's been some history here..."

Calibrated Questions (Voss)

  • "How am I supposed to do that?"
  • "What would you like me to do?"
  • "How can we solve this problem?"

Reframing (Ury)

  • "So what you're really saying is..."
  • "Let me make sure I understand your concerns..."
  • "If I hear you correctly, your main interest is..."

Building Agreement

  • "What would it take to make this work?"
  • "Is there any way we could..."
  • "I want to find a solution that works for both of us."

Warning Signs

Watch for these and adjust tactics:

  • Hardball tactics: Threats, ultimatums, take-it-or-leave-it

    • Response: Label it, don't react emotionally, ask calibrated questions

  • Deception signals: Inconsistencies, vague answers, avoiding specifics

    • Response: Ask probing questions, verify independently

  • Impasse: Neither side budging

    • Response: Reframe the problem, add issues, take a break

  • Emotional escalation: Raised voices, personal attacks

    • Response: Go to the balcony, label emotions, slow down