Thinking
A–Z OF NEGOTIATION
A definitive reference for negotiation thinking.
From Anchoring to Zone of Possible Agreement — the concepts, terms and ideas that every serious negotiator should understand, explained with clarity and without jargon.
A–Z of Negotiation
A is for Anchoring
Anchoring is the cognitive bias that causes people to rely too heavily on the first piece of information they receive. In negotiation, the first number stated — the anchor — shapes everything that follows.
5 min read·2026-06-23READ →
A–Z of NegotiationB is for BATNA
BATNA — Best Alternative to a Negotiated Agreement — is the concept that defines your real power in any negotiation. Not your position. Not your arguments. Your alternatives.
5 min read·2026-06-09READ →