Generate negotiation checklists and strategy guides for deals. Part of the DevTools Surf developer suite. Browse more tools in the Business & Corporate collection.
Use Cases
Prepare a structured checklist before a salary, contract, or vendor negotiation.
Define opening positions, target outcomes, and walk-away points for each negotiation variable.
Plan concession sequences — what to give up, in what order, to maximize perceived value to the counterpart.
Document agreed terms during a negotiation to prevent misremembering at close.
Tips
Define your BATNA (Best Alternative to a Negotiated Agreement) before entering a negotiation — it sets your true walk-away point and prevents agreement to unfavorable terms.
Use anchoring strategically: the first number stated tends to anchor the entire negotiation. Make the first offer when you have information advantage; let the other side anchor when you're uncertain of market rates.
Separate people from positions — focus on interests (why each party wants something) rather than stated positions to find creative solutions that satisfy both sides.
Fun Facts
Harvard's Program on Negotiation, founded in 1983, developed the interest-based negotiation framework (principled negotiation) published in 'Getting to Yes' (1981) by Fisher and Ury — the best-selling negotiation book ever with 8 million+ copies sold.
Research by Professor Adam Grant found that negotiators who explain their reasoning (rather than just stating positions) achieve 8% better outcomes on average — transparency creates psychological safety that expands the possible solution space.
The 2023 Huthwaite SPIN Selling research found that in commercial negotiations above $1M, 84% of buyers report that the negotiator's preparation and questioning quality was the primary determinant of their trust — more than price.
FAQ
Does it cover both position-based and interest-based negotiation?
Yes — the checklist includes sections for both styles. Interest-based negotiation (identify underlying needs) is recommended for complex, multi-issue negotiations; positional bargaining is faster for simple single-issue deals.
What's ZOPA?
Zone of Possible Agreement — the range between both parties' walk-away points where a deal is possible. If there's no ZOPA, no deal can be reached. The checklist helps you estimate the ZOPA before entering negotiation.
Does it generate a term sheet or contract outline?
No — it generates a pre-negotiation preparation checklist and in-negotiation tracking sheet. For formal term sheets, use a legal template tool.
