For years, the gold standard of negotiation was defined by the Harvard Negotiation Project’s classic book, Getting to Yes . It introduced the concept of the BATNA (Best Alternative to a Negotiated Agreement) and urged negotiators to separate the people from the problem, assuming human beings act as entirely rational economic actors.

If you have already taken the course, I can help by: Summarizing specific chapters (e.g., on salary negotiation)

In the class, Voss recounts the famous "Jad Abumrad" story (from Radiolab ), where a simple label ("It looks like you are terrified to fail") defused a potentially career-ending conflict. By naming the fear, you drain its power.

Negotiation isn’t about winning. It’s about getting to “that’s right” — when the other person says, “That’s right, you understand me perfectly.”

Never say "no." Never ask "why" (it sounds accusatory). Instead, ask "How am I supposed to do that?"

Mirroring is a technique where you repeat the last, or most crucial, three words of what the other person has said. This subtle technique encourages the other person to continue talking and to reveal more information without you asking direct, confrontational questions. 4. Labeling