Library / The Executive Negotiator
FM-2 - Preparation One-Sheet
The Six-Line Preparation
| Prompt | Entry |
|---|---|
| The decision or outcome I need is... | |
| The duty or boundary I must preserve is... | |
| My BATNA is... and my reservation value is... | |
| The fact I may be assuming incorrectly is... | |
| The hidden information or stakeholder that could change the path is... | |
| The action/update/decision time I can truthfully own is... |
Interests, Offers, and Authority
| Item | Mine | Theirs / Hypothesis | Verification Needed |
|---|---|---|---|
| Position stated | |||
| Interests underneath | |||
| Alternatives/BATNA | |||
| Reservation value or walk-away condition | |||
| Authority and approvers | |||
| Important standards/evidence | |||
| Risks/contingencies |