Negotiation

---
name: negotiation
description: 'Prepare and execute negotiations using tactical empathy, calibrated questions, and the Ackerman method. Use when the user mentions "salary negotiation", "contract terms", "handling objections", "mirroring and labeling", "difficult conversation", "deal terms", "BATNA", "anchoring", "how do I ask for a raise", "get a better deal", or "they wont budge on price". Also trigger when preparing for a vendor negotiation, resolving a pricing dispute, or navigating a high-stakes conversation where both sides need to feel heard. Covers accusation audits, Black Swan discovery, and the "Thats Right" technique. For persuasion in product and marketing, see influence-psychology.'
license: MIT
metadata:
  author: wondelai
  version: "1.5.0"
---

# Negotiation

Tactical empathy-based negotiation framework from FBI hostage negotiator Chris Voss. Understand the emotional drivers behind decisions and use proven techniques to build rapport, uncover hidden information, and reach better outcomes.

## Core Principle

**People want to be understood and feel safe.** The most effective path to "yes" runs through empathy, active listening, and emotional intelligence -- not logic, arguments, or compromise. Treat every negotiation as a discovery process: your assumptions are hypotheses to test, and the other side's needs (respect, security, autonomy) matter more than their stated positions. Never split the difference -- no deal is better than a bad deal.

## Scoring

**Goal: 10/10.** Score 1 point per satisfied Quick Diagnostic row (6 rows), plus up to 4 points for execution quality: emotions labeled out loud (+1), "That's right" earned not "You're right" (+1), no "Why?" / no splitting the difference / no chasing "yes" (+1), at least one Black Swan surfaced (+1). Bands: **9-10** = audit delivered, calibrated questions and BATNA prepared, "That's right" achieved, Black Swans hunted; **5-6** = some prep but arguing the position or chasing "yes"; **<=3** = no audit, no BATNA, splitting the difference. Always state the current score and the specific gaps to reach 10/10.

## Framework

### 1. Tactical Empathy
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