Negotiation analysis and preparation
This tool guides you to apply our Five Dramas framework to a situation you’re facing, giving you a more complete understanding of factors to prepare for and leverage.
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.
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)
Look back at a past negotiation episode and identify how the Five Dramas were operating—including how they might have helped or hurt your interests.
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”
Negotiation Compass: Self worksheet
Reflect on your Private Drama for an upcoming negotiation.
Recommended timing:
after our episode “Preferences, Priorities, and Plan B”
Sketch out what matters most to you in a negotiation … and think about how you could get goaljacked.
Clarify Your Preferences and Priorities
Map out your view of the issues under negotiation, including your preferences within each and your priorities across the set of issues
Diagnose the Issue Mix worksheet
Analyze the issues in a negotiation, identifying which ones are fixed-pie, compatible, and lopsided-priorities.
Recommended timing:
after our episode “Return to Sayulita”
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.
Positions and interests worksheet
Examine your and your counterpart’s positions and underlying interests for an upcoming negotiation.
Prepare for your opening move in an upcoming negotiation.
Recommended timing:
after our episode “Open Well”
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”
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”
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”
Reflect on the Party Drama for an upcoming negotiation, including the cast of characters who are or could be involved.
Personal reflection and development
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”
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