{
  "schema": "vedokrok.public-item.v1",
  "release_id": "MHC-RPUB-20260920-75ad787a",
  "url": "/knowledge/rank-the-issues-before-you-start-conceding",
  "id": "MHC-D-RESEARCH-0327",
  "version": "0.1.0",
  "title": "Rank the issues before you start conceding",
  "summary": "A concession has no price until you know what the issue is worth to you.",
  "kind": "checklist",
  "body": "List the issues you expect to negotiate and rank their importance before the conversation. Note where you have flexibility and where a term protects a hard constraint. This creates a map for tradeoffs: you can give movement on a lower-priority issue to protect something that matters more.",
  "limits": [
    "Priority rankings are preparation hypotheses and may change when new information changes the value of an issue."
  ],
  "topics": [
    "union-negotiation-deal-design"
  ],
  "intents": [],
  "source_ids": [
    "RS-AD8C9A4D5490AE7D"
  ],
  "evidence": [
    {
      "claim": "The Program on Negotiation recommends identifying and ranking one's interests before negotiation.",
      "source_id": "RS-AD8C9A4D5490AE7D",
      "role": "supports",
      "note": "Priorities can change as new information appears; the ranking should guide tradeoffs rather than become an inflexible script.",
      "locator": "Question 8"
    }
  ],
  "use_when": [
    "A negotiation includes several terms and it is easy to react to each one as if it mattered equally."
  ],
  "avoid_when": [
    "Priority rankings are preparation hypotheses and may change when new information changes the value of an issue."
  ],
  "example": "In a consulting assignment, travel frequency may matter more than title while start date has more flexibility.",
  "check": "You can identify at least one issue you would trade more readily and one you would protect more strongly.",
  "checklist": [
    "You can identify at least one issue you would trade more readily and one you would protect more strongly."
  ],
  "sources": [
    {
      "id": "RS-AD8C9A4D5490AE7D",
      "title": "A Negotiation Preparation Checklist",
      "url": "https://www.pon.harvard.edu/daily/negotiation-skills-daily/negotiation-preparation-checklist/"
    }
  ],
  "relations": [
    {
      "from": "MHC-D-RESEARCH-0327",
      "to": "MHC-D-RESEARCH-0330",
      "type": "use_before",
      "url": "/knowledge/trade-on-differences-instead-of-splitting-every-issue"
    }
  ],
  "collections": [
    {
      "id": "RC-4FEE20A8D0BD67A8",
      "title": "Prepare the walk-away, then negotiate the whole package",
      "url": "/collections/prepare-the-walk-away-then-negotiate-the-whole-package"
    }
  ]
}