clarifying implementation.
In the entertainment industry, they have a single
document that summarizes a product for publicity and sales
that they call a “one sheet.” Along the same lines, we want
to produce a negotiation “one sheet” that summarizes the
tools we are going to use.
It will have five short sections
SECTION I: THE GOAL
Think through best/worst-case scenarios but only write
down a specific goal that represents the best case.
Typically, negotiation experts will tell you to prepare by
making a list: your bottom line; what you really want; how
you’re going to try to get there; and counters to your
counterpart’s arguments.
But this typical preparation fails in many ways. It’s
unimaginative and leads to the predictable bargaining
dynamic of offer/counteroffer/meet in the middle. In other
words, it gets results, but they’re often mediocre.
The centerpiece of the traditional preparation dynamic—
and its greatest Achilles’ heel—is something called the
BATNA.
Roger Fisher and William Ury coined the term in their
1981 bestseller, Getting to Yes, and it stands for Best
Alternative To a Negotiated Agreement. Basically, it’s the
best possible option you have if negotiations fail. Your last
resort. Say you’re on a car lot trying to sell your old BMW