Section I: The Goal

Think through best/worst-case scenarios but only write down a specific goal that represents the best case.

Section II: Summary

Summarize and write out in just a couple of sentences the known facts that have led up to the negotiation

Section III: Labels/ Accusation Audit

Prepare three to five labels to perform an accusation audit

Section IV: Calibrated Questions

Prepare three to five calibrated questions to reveal value to you and your counterpart and identify and overcome potential deal killers.

Section V: Noncash Offers

Prepare a list of noncash items possessed by your counterpart that would be valuable.

Now it’s your turn to fill out the One sheet, get it below:

–Never split the difference, p.250