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Joel Peterson’s one-hour Stanford lecture breaks down practical negotiation tactics and decision-making frameworks you can apply immediately. It covers how to prepare, frame discussions, and secure better outcomes—far more insight than typical years of experience.
- Anchoring high (justifiably) can meaningfully shift outcomes—one example turned a $100K deal into $120K via a 20% premium anchor.
- Every concession should be traded for something in return, not given as goodwill (e.g., discount for upfront payment traded for a longer contract term).
- Strategic silence can break negotiation deadlocks more effectively than continued talking.
- Knowing your BATNA before negotiating prevents you from accepting a worse deal than your actual alternatives allow.