Negotiation Preparation Sheet
Plan interests, options, and limits before you sit down.
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Prepare for a negotiation by interviewing me first. Run this as a conversation: put one question to me per turn and do not move on until I have answered: (1) who the other party is and my relationship with them, (2) what I want and why (my interests behind the position), (3) what I think they want, (4) the issues on the table (price, scope, timing, terms), (5) my alternatives if we do not agree, (6) my limits (the minimum I accept), (7) the information I lack, and (8) the timeline and who decides. Starting notes: [NEGOTIATION_NOTES]. After the interview, produce a one-page sheet: Objectives (ranked); My best alternative and the other side's likely alternative; Target, acceptable, and walk-away outcomes for each issue; Interests behind each position; Concessions I can offer, ranked by cost to me and value to them; Concessions I need; Opening position with justification; Questions to ask; Likely tactics and responses; Agenda and opening statement (60 words); Closing: how I will confirm agreements in writing. Show the arithmetic if numbers are involved. Keep ethics in view: honest statements only, no bluffing about facts. Legal terms are reviewed separately by a lawyer for [JURISDICTION] [VERIFY].
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Deal: annual contract for a freelance developer, client wants 90 an hour. Interests: steady work (me); predictable cost (client). My alternative: two other leads at 100 an hour, one starting in a month. Target 105, acceptable 95, walk-away 88. Concessions ranked by cost to me: faster payment (low), a three-month commitment (low), fixed monthly cap (medium), lower rate (high). Opening: 110 an hour with a three-month commitment; justify with delivery speed and references. Likely tactic: "our budget is fixed". Response: "What is the budget for the full scope? We can adjust scope to fit." Confirm all terms in writing and have a lawyer review the contract.
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