Library / Understanding Is Leverage
Preparation Templates
Copy these before any negotiation that matters. They turn the book's principles into a few minutes of structured thinking. (See Chapter 27 for the reasoning behind them.)
1. The One-Sheet
The single page to fill in before you walk in. Keep it to a page; if it grows into a binder, you're hiding from the hard questions rather than answering them.
| My target (what I want + the evidence) | |
| My BATNA (best alternative if no deal) | |
| My walk-away (the limit I won't cross) | |
| Their likely interests (what's really driving them) | |
| Possible black swans (what might I not know?) | |
| My first offer / anchor | |
| 3 labels I'll use (e.g., "it seems like…") | |
| 3 calibrated questions (how/what…) | |
| My accusation audit (the worst they'll think, named first) |
2. The Pre-Mortem
Before you begin, write the failure as if it already happened — this surfaces ~30% more real risks than asking "what might go wrong?"
"It's three months from now. This negotiation failed completely. Here is exactly why it fell apart:"
List every reason that comes. Then, for the top three, write one preventive action you can take now.
| Reason it failed | What I'll do now to prevent it |
|---|---|
| 1. | |
| 2. | |
| 3. |
3. The BATNA Worksheet
| My best alternative if I walk away | |
| How strong is it, really? (honest) | |
| One thing I can do to strengthen it before the talk | |
| Their likely BATNA (their alternative to me) | |
| Who is more dependent on this deal? |
Whoever can more credibly walk away holds the power — regardless of size (Ch 4).
4. The Stakeholder Map (multi-party)
Place every party by how much power they hold and how much interest they have in the outcome (Ch 29).
| Party | Their core interest | Power (H/M/L) | Interest (H/M/L) | Ally, blocker, or neutral? |
|---|---|---|---|---|
Then ask: whose interest, addressed early, unlocks a coalition? Who has high interest but low power — a likely ally or spoiler?
5. The Ackerman Plan (price haggling)
For distributive, number-over-a-number situations only (Ch 23).
| Step | Amount | Note |
|---|---|---|
| Research target | the number I actually want | |
| Offer 1 — 65% of target | aggressive but defensible anchor | |
| Offer 2 — 85% | raise only after empathy + "no" | |
| Offer 3 — 95% | smaller step (signals nearing limit) | |
| Offer 4 — 100% (precise!) | e.g., $, | non-round number + small non-cash gift |
Between offers, say no with empathy and a calibrated question — "How am I supposed to go higher than that?" — never a flat refusal.
6. Channel check (before you send)
- Is this conversation emotional or trust-sensitive? → Don't do it in writing; call or meet (Ch 30).
- If it must be written: read it once as a hostile reader would. Cut sarcasm. Say the goodwill out loud.
- Angry? → Draft it, don't send it. Sleep on it (Ch 8).