---
title: Negotiation
description: Negotiation is reaching agreement when interests differ. You will learn interest-based bargaining, BATNA, tactics and counter-tactics, and how to prepare for salary, business and everyday negotiations.
category: business-entrepreneurship
subcategory: business-fundamentals
difficulty: beginner, intermediate, advanced
url: /subject/negotiation
---

# Negotiation

Negotiation is reaching agreement when interests differ. You will learn interest-based bargaining, BATNA, tactics and counter-tactics, and how to prepare for salary, business and everyday negotiations.

## Available Resources

1 Websites

## Youtubes

### 1. Margaret Neale: Negotiation: Getting What You Want

**Author:** Margaret A. Neale

A Stanford GSB negotiation professor presents negotiation as problem solving, where the goal is a good deal rather than any deal. The talk covers assessing, preparing, asking, and packaging, why to anchor first, and how to frame requests around the counterpart's interests.

**Difficulty:** Beginner | **Language:** English | **Price:** Free

**Link:** https://www.youtube.com/watch?v=MXFpOWDAhvM

**Tags:** negotiation, anchoring, deal-making, interest-based-negotiation

### 2. How to Negotiate Your Job Offer - Prof. Deepak Malhotra

**Author:** Deepak Malhotra

An informal Harvard Business School session where Malhotra walks through fifteen rules for negotiating an offer, covering likability, credibility, negotiating multiple issues at once, handling ultimatums, and reading who actually holds decision power.

**Difficulty:** Beginner | **Language:** English | **Price:** Free

**Link:** https://www.youtube.com/watch?v=km2Hd_xgo9Q

**Tags:** job-offer-negotiation, salary-negotiation, career-development, negotiation

## Websites

### 1. Salary Negotiation: Make More Money, Be More Valued

**Author:** Patrick McKenzie

A long-form essay on compensation negotiation: why to never name a number first, when the negotiation actually starts, how employers model fully-loaded employee cost, and how to trade across benefits, equity and scope rather than base salary alone.

**Difficulty:** Beginner | **Language:** English | **Price:** Free

**Link:** https://www.kalzumeus.com/2012/01/23/salary-negotiation/

**Tags:** salary-negotiation, compensation, job-offers, career-development

---

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