Individual skill

negotiation-playbook

계약 협상 전략과 수정안 제시 플레이북. 'clause-drafter'와 'comparison-reviewer' 에이전트가 수정안을 작성하거나 협상 포인트를 도출할 때 이 스킬의 전략 프레임워크와 문구 템플릿을 반드시 활용해야 한다. '협상 전략', '수정안 제시', '계약 조건 조율' 등 계약 협상 관련 작업에 사용한다. 단, 전체 계약 오케스트레이션이나 리스크 점수 산출은 이 스킬의 범위가 아니다.

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# Negotiation Playbook — 계약 협상 전략 플레이북

계약 조항별 협상 전략, 대안 문구 템플릿, 양보-교환 매트릭스를 제공한다.

## 협상 기본 프레임워크: BATNA-ZOPA 분석

### 협상력 진단 공식

```
협상력 = (대안_강도 × 0.3) + (시간_여유 × 0.2) + (정보_우위 × 0.2) + (시장_지위 × 0.3)

각 항목 1-10점 척도

결과: 8-10 공격적 | 5-7 균형 | 1-4 방어적 핵심 집중