Worksheets, & References

Lesson Eleven:

Worksheets, & References

To succeed as a team means to hold all of the members accountable for their expertise.
– Mitchell Caplan

Introduction

Worksheet 1 - Pre-Assignment

What do you think are the characteristics of a successful negotiator?
I believe that my negotiation skills are effective in the following areas:
These skills are measurable in the following three ways:

Worksheet 2–Prep Practice

Think of a negotiation situation – either one that is coming up or a meeting that you had recently – and make notes as you run through the six steps.

Consider the other person’s perspective: what is their primary goal?

What could be your negotiation stumbling blocks?

What compromise position would you take?

Worksheet 3 - Your personal action plan

Identify a topic you would like to negotiate using the ‘five whys’ method and then expand on it, writing both questions and answers.
What is your goal for the negotiation? Write it down as a starting point and then consider a step-by-step plan to get there.
Referring to Roger Fisher and William Ury’s acronym Batna, make a list of the best alternatives to the negotiated agreement that you would consider.
Thinking about the multiple factors you could introduce to a negotiation, make a list of what else you could add to the discussion, other than price.

Worksheet 4What is your destination?

Begin by being as specific as possible about what you want to accomplish.

FUTURE DISCUSSIONS

Here are some items to consider when preparing for future negotiations that emphasize the importance of both the relationship and the outcome. Consider your impending circumstance carefully and make some notes in the space provided below.

Accommodating

If a co-worker requests that you switch a shift that interferes with your weekend plans, you may agree to assist them out. This strategy can provide you with future benefits, in this case an owed co-worker.

Collaborating

Do you have continuing relationships with stakeholders, colleagues, suppliers, your boss, or anyone else? Your agreement must be mutually beneficial.

Compromising

When you compromise, you will lose as well as gain, so be certain of your position. From the beginning, seek to comprehend the other side’s situation and gradually concede.

Avoiding

It might not be worth it to start a fight about the circumstance. You could look at different options for meeting your needs. Make sure you’re not avoiding the situation because you’re upset or have an unquestioned limiting notion.

Competing

When deciding between multiple service providers, you can be more concerned with the greatest deal than with the salesperson relationship. Preparation allows you to negotiate from a position of power.

WORKSHEET 5 - SELF-AnalysisIf You Fail

Where did everything go wrong?

Could you have paid more attention? When did you start?

Could you have been more specific in your proposal?

Was there any other opportunity you could have pursued in the past?

What other technique do you have in mind?

WORKSHEET 6 What are the specifics of your agreement?

In a negotiation, each party is always focused on their own interests and concerns. Before approaching the bargaining table, good negotiators take the time to learn about the other party.

What do you know about the opposing viewpoint?

What are the specifics of their circumstance?

What is the setting in which this negotiation is taking place?

How do you think they’ll react to your proposal, and why?

Will they agree to your proposal and, if not, why not?

What could sway them to see things your way?

What could they prefer not to discuss, and how might that help you?

With what can you barter? What concessions would you be willing to make in exchange for something significant to you?

What are their options?

When are they going to dig their heels in and refuse to move?

Do you know anyone else who has dealt with them?

Worksheets, & References