self-improving-negotiation（自我提升谈判）

Self-Improving Negotiation Skill

Log negotiation learnings, negotiation issues, and feature requests to markdown files for continuous improvement. Capture preparation gaps, framing misses, concession leakage, weak BATNA posture, recurring objections, escalation mistakes, contract-term ambiguity, and agreement quality risk.

Promote validated patterns into:

• negotiation playbooks
• objection libraries
• concession guardrails
• BATNA checklists
• deal review templates

Safety Posture

This skill is documentation and reminder guidance only.

It does not:

• auto-accept terms
• commit pricing
• execute legal/financial approvals
• finalize agreements

Always require explicit human approval for high-impact concessions and for final terms.

First-Use Initialisation

Before logging, ensure .learnings/ exists in project/workspace root. Create missing files only:

mkdir -p .learnings
[ -f .learnings/LEARNINGS.md ] || printf "# Negotiation Learnings\
\
Negotiation strategy insights, framing improvements, BATNA lessons, concession tactics, objection handling patterns, escalation learnings, and agreement quality improvements.\
\
**Categories**: concession_leak | batna_weakness | framing_miss | objection_handling_gap | escalation_misalignment | value_articulation_gap | anchor_error | agreement_risk\
**Areas**: preparation | discovery | framing | bargaining | concessions | closing | stakeholder_alignment | escalation | contract_terms | follow_up\
\
---\
" > .learnings/LEARNINGS.md
[ -f .learnings/NEGOTIATION_ISSUES.md ] || printf "# Negotiation Issues Log\
\
Negotiation failures, concession breakdowns, unresolved redlines, escalation misalignment, and agreement quality risks.\
\
---\
" > .learnings/NEGOTIATION_ISSUES.md
[ -f .learnings/FEATURE_REQUESTS.md ] || printf "# Feature Requests\
\
Negotiation tooling, preparation automation, objection support, BATNA planning, concession controls, and agreement-risk analysis capabilities.\
\
---\
" > .learnings/FEATURE_REQUESTS.md

Never overwrite existing files.

Quick Reference

OpenClaw Setup (Recommended)

OpenClaw supports workspace-based skill loading and hook reminders.

Install

clawdhub install self-improving-negotiation

Manual clone:

git clone https://github.com/jose-compu/self-improving-negotiation.git ~/.openclaw/skills/self-improving-negotiation

Workspace Structure

~/.openclaw/workspace/
├── AGENTS.md
├── SOUL.md
├── TOOLS.md
├── MEMORY.md
├── memory/
│   └── YYYY-MM-DD.md
└── .learnings/
    ├── LEARNINGS.md
    ├── NEGOTIATION_ISSUES.md
    └── FEATURE_REQUESTS.md

Create learning files in OpenClaw workspace

mkdir -p ~/.openclaw/workspace/.learnings

Then create:

• LEARNINGS.md
• NEGOTIATION_ISSUES.md
• FEATURE_REQUESTS.md

Optional Hook

cp -r hooks/openclaw ~/.openclaw/hooks/self-improving-negotiation
openclaw hooks enable self-improving-negotiation

See references/openclaw-integration.md.

Generic Setup (Other Agents)

For Claude Code, Codex CLI, Copilot, or other assistants:

mkdir -p .learnings

Create the same 3 files in .learnings/.

Suggested instruction block

Add to AGENTS.md, CLAUDE.md, or .github/copilot-instructions.md:

When negotiation patterns are discovered:

1. Log to .learnings/LEARNINGS.md, .learnings/NEGOTIATION_ISSUES.md, or .learnings/FEATURE_REQUESTS.md
2. Review recurring items weekly
3. Promote reusable patterns to:

- negotiation playbooks - objection libraries - concession guardrails - BATNA checklists - deal review templates

Entry Types

• LRN = learning
• NEG = negotiation issue
• FEAT = feature request

Logging Formats

Learning Entry [LRN-YYYYMMDD-XXX]

Append to .learnings/LEARNINGS.md:

## [LRN-YYYYMMDD-XXX] category

**Logged**: ISO-8601 timestamp
**Priority**: low | medium | high | critical
**Status**: pending
**Area**: preparation | discovery | framing | bargaining | concessions | closing | stakeholder_alignment | escalation | contract_terms | follow_up

### Summary
One-line negotiation learning.

### Details
What happened, why it mattered, and what to improve.

### Negotiation Context

**Trigger / Objection:**
> Quote or paraphrase

**Response Used:**
> Action, phrase, offer, or decision

**Outcome:**
advanced | stalled | rejected | escalated | closed

### Suggested Action
Concrete change to framing, concession strategy, BATNA prep, or escalation.

### Metadata
- Source: transcript_review | negotiation_debrief | legal_review | pricing_review | post_mortem
- Negotiation Type: procurement | renewal | enterprise_new_logo | partner | vendor | internal_budget
- Counterparty Role: procurement | legal | finance | exec | ops | technical
- Related Issues: NEG-YYYYMMDD-XXX
- Tags: tag1, tag2
- See Also: LRN-YYYYMMDD-XXX
- Pattern-Key: framing.anchor_drift (optional)
- Recurrence-Count: 1 (optional)
- First-Seen: YYYY-MM-DD (optional)
- Last-Seen: YYYY-MM-DD (optional)

---

Negotiation Issue Entry [NEG-YYYYMMDD-XXX]

Append to .learnings/NEGOTIATION_ISSUES.md:

## [NEG-YYYYMMDD-XXX] issue_type

**Logged**: ISO-8601 timestamp
**Priority**: high
**Status**: pending
**Area**: preparation | discovery | framing | bargaining | concessions | closing | stakeholder_alignment | escalation | contract_terms | follow_up

### Summary
Brief description of failure/risk.

### Context
- **Stage**: current stage
- **Counterparty**: role/team
- **Cycle Day**: days from first commercial exchange

### What Happened
Sequence of events and where the issue surfaced.

### Root Cause
Preparation gap, weak BATNA, framing miss, concession error, approval gap, or term ambiguity.

### Impact
- Margin/pricing impact range
- Timeline impact
- Business/legal risk impact

### Prevention
Guardrails, scripts, checklists, escalation path changes.

### Metadata
- Trigger: deadlock | repeated_objection | scope_creep | concession_exceeded_threshold | batna_not_defined | approval_missing | term_ambiguity | redline_unresolved
- Related Files: path/to/debrief.md
- See Also: NEG-YYYYMMDD-XXX

---

Feature Request Entry [FEAT-YYYYMMDD-XXX]

Append to .learnings/FEATURE_REQUESTS.md:

## [FEAT-YYYYMMDD-XXX] capability_name

**Logged**: ISO-8601 timestamp
**Priority**: medium
**Status**: pending
**Area**: preparation | discovery | framing | bargaining | concessions | closing | stakeholder_alignment | escalation | contract_terms | follow_up

### Requested Capability
Tooling or workflow enhancement needed.

### User Context
Why this is needed and what friction it removes.

### Complexity Estimate
simple | medium | complex

### Suggested Implementation
Practical implementation suggestion.

### Metadata
- Frequency: first_time | recurring
- Related Features: existing_feature_name

---

Categories

Area Tags

ID Generation

Format: TYPE-YYYYMMDD-XXX

• TYPE: LRN | NEG | FEAT
• YYYYMMDD: date
• XXX: sequential (001) or random (A7B)

Examples:

• LRN-20260413-001
• NEG-20260413-A3F
• FEAT-20260413-002

Resolve Workflow

When resolved:

1. Update **Status**: pending -> **Status**: resolved
2. Add resolution block:

### Resolution
- **Resolved**: 2026-04-13T14:30:00Z
- **Action Taken**: Added concession guardrail and approval checklist
- **Notes**: Applied successfully in two subsequent negotiations

Additional statuses:

• in_progress
• wont_fix
• promoted
• promoted_to_skill

Detection Triggers

Log when these appear:

Deadlock

• No movement after 2+ rounds
• Repeated counters without new rationale
• Decision timeline slips with no clear blocker

Repeated Objections

• Same objection in 3+ negotiations
• Existing response script fails repeatedly
• Objection appears across multiple stakeholder roles

Scope Creep

• New obligations added after pricing alignment
• Added deliverables without compensating terms
• Late-stage requirement expansion

Concession Exceeded Threshold

• Discount/term concession above approved band
• Multiple micro-concessions exceed policy combined
• Concession offered before reciprocal commitment

BATNA Not Defined

• No walk-away threshold
• No fallback path
• BATNA not costed/timed

Approval Missing

• Concession offered without required approval
• Decision made on verbal approval only
• Approval owner unclear late in cycle

Term Ambiguity

• Clause supports conflicting interpretations
• Undefined SLA/penalty terms
• Renewal/termination trigger unclear

Redline Unresolved

• Open legal comments at close stage
• Internal and external redline versions diverge
• "To be clarified later" language remains

Priority Guidelines

Promotion Targets

When patterns are validated and reusable, promote to:

Promotion Criteria

• Pattern recurs at least 3 times
• Countermeasure verified in real outcomes
• Useful across contexts (not one-off)
• Non-obvious and operationally important

Promotion Workflow

1. Distill learning into concise asset.
2. Add asset to target repository/document.
3. Update source entry:

- **Status**: promoted - **Promoted**: negotiation_playbook (or relevant target)

Recurring Pattern Detection

Before creating a new entry:

1. Search existing patterns:

   rg "Pattern-Key|concession_leak|batna_weakness|anchor_error|agreement_risk" .learnings/

1. If related entry exists:

- add See Also - increase Recurrence-Count - update Last-Seen

1. Raise priority if recurrence continues.
2. Identify systemic fix:

- framing issue -> playbook update - objection issue -> objection library - concession issue -> guardrail policy - BATNA issue -> checklist hard gate - term issue -> contract review template

Simplify/Harden Feed

When importing simplify-and-harden insights:

1. Use Pattern-Key as dedupe key.
2. Search for key:

   rg "Pattern-Key: <key>" .learnings/LEARNINGS.md

1. Existing key:

- increment recurrence - update dates - link related entries

1. New key:

- create LRN entry - set source to simplify-and-harden

Promotion threshold suggestion:

• recurrence >= 3
• appears in 2+ negotiation contexts
• appears within 90 days

Periodic Review

When to review

• Before high-stakes negotiation rounds
• After deadlock or failed escalation
• Weekly for active deals
• Monthly for pattern consolidation
• Before quarter-end closes

Quick checks

# Pending entries
rg "Status\\*\\*: pending" .learnings/*.md | wc -l

# High and critical issues
rg -n "Priority\\*\\*: high|Priority\\*\\*: critical" .learnings/NEGOTIATION_ISSUES.md

# BATNA issues
rg -n "batna_weakness|BATNA" .learnings/*.md

# Concession leaks
rg -n "concession_leak|concession" .learnings/*.md

# Agreement risk
rg -n "agreement_risk|term_ambiguity|redline_unresolved" .learnings/NEGOTIATION_ISSUES.md

Review actions

• Resolve addressed issues
• Promote validated patterns
• Merge duplicates with links
• Tighten concession thresholds
• Refresh BATNA checklist
• Update escalation matrix

Best Practices

1. Define BATNA, reservation point, and walk-away before first offer.
2. Anchor on value and risk reduction, not only price.
3. Trade every concession for reciprocal value.
4. Avoid stacking concessions in one round.
5. Keep approval ownership explicit before offering exceptions.
6. Treat ambiguous terms as active risk.
7. Capture objection wording precisely for reuse.
8. Escalate with clear decision owner and deadline.
9. Log outcomes the same day while context is fresh.
10. Promote recurring patterns quickly.

Hook Integration (Opt-In)

Use hooks to inject reminders and detect negotiation signals.

Example configuration

{
  "hooks": {
    "UserPromptSubmit": [
      {
        "matcher": "",
        "hooks": [
          { "type": "command", "command": "./skills/self-improving-negotiation/scripts/activator.sh" }
        ]
      }
    ],
    "PostToolUse": [
      {
        "matcher": "Bash",
        "hooks": [
          { "type": "command", "command": "./skills/self-improving-negotiation/scripts/error-detector.sh" }
        ]
      }
    ]
  }
}

Hook behavior is reminder-only; no execution of agreement or approval actions.

See references/hooks-setup.md.

Automatic Skill Extraction

If a learning is stable and reusable, extract a new skill.

Criteria

Workflow

1. Select candidate LRN or NEG.
2. Run extraction helper:

   ./skills/self-improving-negotiation/scripts/extract-skill.sh skill-name --dry-run
   ./skills/self-improving-negotiation/scripts/extract-skill.sh skill-name

1. Fill TODO placeholders.
2. Update source entry:

- **Status**: promoted_to_skill - **Skill-Path**: skills/<skill-name>

1. Validate in fresh session.

Multi-Agent Support

Coordination rules:

• Use one canonical .learnings/ folder
• Use stable IDs (LRN, NEG, FEAT)
• Add See Also cross-links and reviewer ownership before promotion

Agreement Quality Gate

Before final recommendation, confirm:

• BATNA is still valid
• concessions are reciprocal
• approvals are documented
• redlines are resolved
• ambiguous clauses are removed

If any check fails, log NEG and pause final recommendation.

Gitignore Options

.learnings/

.learnings/*.md
!.learnings/.gitkeep

Shared team mode: do not ignore .learnings/.

References

• references/examples.md
• references/hooks-setup.md
• references/openclaw-integration.md
• Clone URL: https://github.com/jose-compu/self-improving-negotiation.git

Skill, hooks, and scripts are reminder-only controls; they never approve concessions, accept terms, commit pricing, execute approvals, or finalize agreements. Human approval remains required for high-impact concessions and final terms.

Stackability Contract (Standalone + Multi-Skill)

This skill is standalone-compatible and stackable with other self-improving skills.

Namespaced Logging (recommended for 2+ skills)

• Namespace for this skill: .learnings/negotiation/
• Keep current standalone behavior if you prefer flat files.
• Optional shared index for all skills: .learnings/INDEX.md

Required Metadata

Every new entry must include:

**Skill**: negotiation

Hook Arbitration (when 2+ skills are enabled)

• Use one dispatcher hook as the single entrypoint.
• Dispatcher responsibilities: route by matcher, dedupe repeated events, and rate-limit reminders.
• Suggested defaults: dedupe key = event + matcher + file + 5m_window; max 1 reminder per skill every 5 minutes.

Narrow Matcher Scope (negotiation)

Only trigger this skill automatically for negotiation signals such as:

• counteroffer|concession|anchor|walk-away|term sheet
• deal risk|stakeholder alignment|fallback option|BATNA
• explicit negotiation intent in user prompt

Cross-Skill Precedence

When guidance conflicts, apply:

1. security
2. engineering
3. coding
4. ai
5. user-explicit domain skill
6. meta as tie-breaker

Ownership Rules

• This skill writes only to .learnings/negotiation/ in stackable mode.
• It may read other skill folders for cross-linking, but should not rewrite their entries.