Worksheets

We've developed a number of tools and worksheets that give you an opportunity to apply the ideas we discuss to situations you face. Some take only a few minutes to finish and are a great way to follow up in the wake of a related episode, closing the loop by applying concepts while they're still fresh. The first two parts of our series culminate in the Negotiation Preparation worksheet, a single tool that draws together many parts of negotiation preparation. See below for our list of downloadable tools and worksheets.

Negotiation analysis and preparation

Personal Case Worksheet

Identify an upcoming negotiation that’s worth preparing for.

Recommended timing:
after our episode “We are all Michael”

Dissect the Dramas worksheet (Forward-looking Version)

Tease apart the intersecting plotlines in an upcoming negotiation.

Recommended timing:
after our episode “The Drama of Dealmaking”

Dissect the Dramas worksheet (Backward-looking Version)

Tease apart the intersecting plotlines in a past negotiation with this backward-looking worksheet. Or see below for a forward-looking version, which you can use to diagnose the Five Dramas in an upcoming negotiation.

Recommended timing:
after our episode “The Drama of Dealmaking”

Dissect the Dramas worksheet (Good Practices Version)

Reflect on general good practices for harnessing the Five Dramas in the kinds of negotiations you (and fellow organizational members) face.

Recommended timing:
after our episode “The Drama of Dealmaking”

Five Dramas Audit worksheet

Think about and prepare for each of the Five Dramas of negotiation.

Diagnose the Issue Mix worksheet

Identify issues for your negotiation that are likely to be fixed-pie, compatible, and lopsided priorities.

Recommended timing:
after our episode “Return to Sayulita”

Negotiation Compass: Self worksheet

Reflect on your Private Drama for an upcoming negotiation.

Recommended timing:
after our episode “Preferences, Priorities, and Plan B”

Define Success worksheet

Sketch out what matters most to you in a negotiation … and think about how you could get goaljacked.

Negotiation Compass: Counterpart worksheet

Think about the upcoming negotiation from your counterpart’s point of view.

Recommended timing:
after our episode “Stepping into Your Counterpart’s Shoes”

Discovery Agenda worksheet

Think about what you need to learn for an upcoming negotiation and how you can learn it.

Recommended timing:
after our episode “Preparing to Discover”

Action/Reaction worksheet

Think about what actions your counterpart might take in an upcoming negotiation and how you could best respond.

Recommended timing:
after our episode “Preparing to Divulge and Describe”

Information Strategy Audit worksheet

Plan your information strategy for an upcoming negotiation: including what you’ll Discover, what you’ll Divulge, and how you’ll Describe your proposals.

Negotiation Preparation worksheet

Bring together the pieces of preparation for an upcoming negotiation in one integrated tool.

Recommended timing:
after our episode “More than Hope”

Smart Trades worksheet

Anticipate potential “smart trades” for an upcoming negotiation, including understanding which issues are more important to the other side and which ones are more important to you.

Opening Acts Worksheet

Prepare for your opening move in an upcoming negotiation.

Recommended timing:
after our episode “Open Well”

Positions and interests worksheet

Examine your and your counterpart’s positions and underlying interests for an upcoming negotiation.

Manage the Parties worksheet

Reflect on the Party Drama for an upcoming negotiation, including the cast of characters who are or could be involved.


Personal reflection and development

Changing a Habit worksheet

Think about your own development as a negotiator and how you can achieve it.

Recommended timing:
after our episode “More than Hope”

Dream Situations and Worst Case Scenarios worksheet

Reflect on situations where you’re at your best (and how you can leverage that) and that you find most challenging (and how you can cope).

Recommended timing:
after our episode “More than Hope”

Post-Negotiation Reflections Worksheet

Reflect on how you fared in a past negotiation, including turning points, the Five Dramas, and information strategy.

Recommended timing:
after our episode “More than Hope”


Job negotiations

For information on all of our materials on job negotiations, including our roleplays, browse to our Job Negotiations page.

Job Negotiation Workbook - Current Job Edition

Guides you to apply the good practices described in our job negotiation episodes to your own situation, preparing to negotiate terms at a current job, such as asking for a promotion or raise.

Recommended timing:
after our episode “Job Negotiations, Part 1 and 2”

Job Negotiation Workbook - New Job Edition

Guides you to apply the good practices described in our job negotiation episodes to your own situation, preparing to negotiate terms at a new job.

Recommended timing:
after our episode “Job Negotiations, Part 1 and 2”

Job Negotiation Phrasebook

A collection of phrases that could be used in various parts of the bargaining conversation, such as starting off, seeking information, and responding to questions about desired salary. Review, refine, and adapt these options to find words that work for you.

Recommended Timing:
After completing the “Job Negotiation Workbook - New Job Edition” and “Job Negotiation Workbook - Current Job Edition” and in advance of roleplay practice of your own job negotiation situation

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