Negotiation analysis and preparation
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”
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”
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”
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”
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”
Prepare for your opening move in an upcoming negotiation.
Recommended timing:
after our episode “Open Well”
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
A collection of worksheets that follows the nine good practices described in our job negotiation episodes, giving you a structure for connecting those ideas to the specific situation you are facing.
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” and in advance of roleplay practice of your own job negotiation situation