A practical negotiation guide

Negotiate like an expert in every conversation that matters

Salary, contract, price, conflict. Preparation, five tools, a cheatsheet and a worksheet. All in one PDF, free.

Get the free PDF What's inside
Negotiation at a table
0%
of the outcome is strategy,
not arguments
0
tools you can
use right away
0
prep steps for
every conversation

Most negotiations are decided before they begin. Not by the best argument, but by the best preparation. And five tools you can learn in an afternoon.

01 · Preparation

Seven questions before every meeting

BATNA, WAP, their position, shared interests. One table you can fill in within ten minutes. You walk into the room better prepared than the other side.

  • Your best alternative if the deal falls through
  • The line you never go below
  • What the other side really wants
Negotiation preparation: a notebook with notes
02 · The tools

Five tools that work right away

You can learn them in an afternoon. You will use them for the rest of your life.

  • 1Silence: 7–12 seconds and the other side starts giving ground
  • 2Active listening: paraphrasing, mirroring, labeling
  • 3Calibrated questions: How? What? never Why?
  • 4Tactical empathy: a named emotion loses its power
  • 5Role + reason: shift responsibility without confrontation
Active listening during a conversation
03 · Take it with you

A printable cheatsheet & worksheet

A quick reference with everything in one place, and a worksheet to fill in before any conversation that matters. Print it, fill it in, win.

  • All 5 tools with concrete phrases
  • The whole prep table on one page
  • Sources: Voss, Fisher & Ury, Cialdini
A printed worksheet with a pencil
Inside the guide

What's inside

Seven sections that cover the whole process, from preparation to closing the deal.

01
Why most people lose before they start
Where the outcome really gets decided, and why arguments are not enough.
Mindset
02
Preparation: 7 questions before every meeting
BATNA, WAP, their position, shared interests. All in one table.
Strategy
03
Five tools that work right away
Silence, active listening, calibrated questions, tactical empathy, role plus reason.
Tactics
04
What not to do, and why compromise hurts
The most common mistakes, and what to do instead of reacting emotionally.
Mistakes
05
Body language & mindset
What to watch during the conversation, and how to play to win rather than not to lose.
Psychology
06
A printable cheatsheet & worksheet
A quick reference and a worksheet to fill in before any conversation that matters.
Tools
The first rule

Whoever runs the process runs the outcome.

Rule no. 1 of every negotiation
Free to download

Take it with you

10 pages in print quality. A cheatsheet and a worksheet ready to print. No e-mail, no sign-up.

Get the free PDF
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Negotiate like an expert · PDF Free