What is MOSCOW Analysis? - Negotiation Tools

The video tutorial introduces Moscow Analysis, a tool for prioritizing negotiation items into must-have, should-have, could-have, and won't-have categories. It explains the importance of each category and how they relate to negotiation success. The tutorial also connects Moscow Analysis to the Perito Principle, emphasizing the disproportionate benefits of must-have items. Finally, it provides practical steps for implementing Moscow Analysis using sticky notes and posters.

What are the four categories defined in Moscow Analysis?

Why is it important to achieve the 'must have' items in a negotiation?

How do 'shoulds' differ from 'musts' in the context of negotiation?

What is the significance of the 'coulds' in a negotiation?

Explain why you would not pursue the 'won't' items in a negotiation.