Appendix

Some preparation for negotiations can make sense, though a lot of things need to be improvised and you cannot create perfect scripts
Trade-off: A 1-pager with several sections
1. Goal: What do you want to achieve? Think about the worst and best possible outcomes. Be ambitious about what you are aiming for
2. Summary: Summarize everything that led up to the negotiation in a way that the other party would approve with “That’s right"
3. Labeling / accusation audit: Write down five things the other party might hold against you and prepare labels for them
4. Calibrated questions: 3-5 that can move the negotiation. Focus on what the other party actually wants, not what they demand
5. Non-cash offers: Think of anything the other party could offer that would lead to you accepting (much) less money
BATNA: Best alternative to negotiated agreement. This should not influence your goal though because it might lead to you anchoring on something that is not ambitious enough

Provide feedback