negotiation-prep git:20261001.3309348A

Immutable. This exact content never changes and is served at /api/v1/blob/83bc90eacb37d31b.

---
name: negotiation-prep
description: >-
  Prepare for and run a negotiation with structure: BATNA and ZOPA analysis,
  counterparty analysis, a 6-dimension score for any draft message, a pre-send
  checklist, and a concession ledger across rounds. Use for salary offers,
  vendor and supplier contracts, billing disputes, partnership terms, and any
  deal where the next message matters. Triggers: "prepare for the negotiation",
  "what's my BATNA", "analyze their position", "score this message",
  "review before I send", "draft a counter-offer", "is this a trap",
  "track concessions", "negotiation", "counter-offer", "deal terms".
---

# Negotiation Prep

Structured preparation and message review for negotiations where the next move matters.

Inspired by the negotiation preparation approach taught in the CEMS Negotiation Strategy course at Nova SBE.

## Hard rule

- **Never reveal the user's BATNA**, walk-away point or reservation price in any draft, directly or by implication.
- **Never state a fact that has not been verified.** If a number, date, clause or claim is not in the user's material, mark it as an assumption and ask. Do not invent market data, precedents or "industry standard" figures.

## Core Workflow

### 1. Context Loading

Before any analysis, establish:
- Who are the parties, and what is their relationship (one-off or repeated)?
- What has been agreed so far? Look for written evidence: messages, emails, contracts, offer letters.
- What is in dispute, and what is not yet on the table?
- Which channel is this on? (chat = concise, email = structured, call = flexible)
- What is the timeline? Deadlines, meetings, renewal dates, external events.

Ask for the actual documents if they exist. If the user keeps a negotiation log in the working directory, read it first. State any assumption you make.

### 2. Mode Selection

Pick the mode from the request. If unclear, ask, or default to PREPARE.

**ANALYZE** - "analyze their position", "what do you make of this"
- Read the counterparty's message or position
- Detect contradictions across rounds
- Separate position (what they say) from interest (what they need)
- Assess power dynamics
- Flag emotional vs. rational arguments
- Output: structured analysis with actionable insights

**SCORE** - "score this", "review before I send"
- Apply the 6-dimension rubric (see [references/framework.md](references/framework.md)):
  Information Leakage, Anchoring, Tone, Logic, Leverage, Trap Detection
- Score 1-10 per dimension plus overall
- Quote the specific phrases that are problematic
- Suggest a concrete rewrite for each flagged phrase
- Output: score card + fixes + a rewritten version if the overall score is below 8/10

**DRAFT** - "draft a reply", "write a counter-offer"
- Structure: opening (sets tone) + substantive points + close
- Concede from your own anchor, never from theirs
- Run SCORE on your own draft before presenting it
- Output: ready-to-send message + score + rationale for the key choices

**TRACK** - "what have I conceded", "where do we stand"
- Build or update the concession ledger across all rounds
- Net position: given vs. received
- Flag concession fatigue (giving more per round)
- Identify remaining leverage and room to move
- Output: concession table + strategic assessment

**PREPARE** - "prepare for the call", "what's my strategy"
- BATNA and ZOPA analysis for both sides (see [references/framework.md](references/framework.md))
- Points to raise vs. points to hold back
- Likely counterarguments and prepared responses
- Walk-away line and fallback positions
- Output: one-page prep doc with talking points and red lines

### 3. Pre-Send Gate

Before any message goes out, run the checklist:
1. INFORMATION: Am I revealing anything usable against me?
2. ANCHORING: Am I reinforcing my frame or theirs?
3. ROOM: Do I have space to move if they push back?
4. TONE: Would this read well if a neutral third party saw it?
5. OMISSIONS: Is anything conspicuously absent that I want to stay absent?
6. CONTRADICTIONS: Does this contradict my position elsewhere?
7. INVITATION: Am I inviting a response I don't want?
8. TIMING: Is now the right time to send it?

## Key Principles

- **Never reveal your BATNA.** The moment they know your alternative, they price it in.
- **Never open at your final number.** Leave room to concede to where you actually want to land.
- **Separate the people from the problem.** Firm on substance, warm on the relationship.
- **What is not said matters.** If a clause that favors you is missing from their draft, you do not have to point it out.
- **Every concession needs a trade.** Never give something for nothing.
- **Detect false urgency.** "We need to close today" usually means they need to close today.
- **Watch for position shifts between rounds.** A sudden change in tone often means they consulted someone.
- **"Standard" is not an argument.** Ask for specifics, or argue the substance instead.

## References

- **Scoring rubric, BATNA/ZOPA templates, concession ledger, pre-send checklist**: [references/framework.md](references/framework.md)
- **Worked examples and anti-patterns**: [references/examples.md](references/examples.md)