Negotiation Preparation Worksheet & Slide Template

Description
While at adVentures Startup Studio, I experienced first hand some top-nutch negotiations (new business creation, compensation packages, commercial contracts... ). The President of the Startup Studio, Antoine Duboscq, showed me one day a simple and effective negotiation methodology that his advisor, Patrick Chassagne, had taught him, when a negotiation seems to get or complex or where the final positive overlap seems difficult to attain.

It consists of listing all the various points currently concerned by the negotiation at hand, and categorising them into 3 categories : Convergent, Different and Divergent.


✅ CONVERGENT ELEMENTS:


A convergent point of negotiation is a point or issue that both parties involved in the negotiation agree upon or find common ground on. It is an aspect or factor where their interests, objectives, or perspectives align, leading to a convergence of views. Identifying and leveraging convergent elements often involves active listening, open communication, and a willingness to explore shared interests. This sets a “positive” and “constructive” atmosphere right from the start, and facilitates discussions around different and divergent points of the negotiation. 


🧁 DIFFERENT ELEMENTS:


A different point of negotiation is an element of the current negotiation that is added that benefits one or more parties, without negatively affecting another. Finding “different” points of negotiation, is one of the KEY aspects of a successful negotiation as it increases the “size of the cake” and the benefits to win for all. This gives further bargain power for one or more parties on the “Divergent” elements, diluting the negative effects into a “bigger cake”.



🥊 DIVERGENT ELEMENTS:


A convergent point of negotiation is a point, issue, or factor on which the parties involved hold contrasting views or have conflicting interests. It represents an area of divergence or disagreement between the negotiating parties. Successfully managing divergent elements often involves finding compromises or trade-offs that address the core concerns of each party. It may require exploring alternative approaches or seeking additional information to bridge the gap and align the divergent positions.

The gist of the methodology, is to "psychologically" present the elements in the above order, placing the heart of discussions on :
- what additional "different" elements can we add to the "cake" (i.e. size of total rewards for all parties in the negotiation)  ?
- what are our divergences, and how can we make sure that the final outcome is balanced (global equation is fair. This may mean loosing on some divergent points, and wining on others.

In complement to this, I strongly recommend reading and listening to the resources listed at the bottom of this text. 👇

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🧐 High Level preview of the methodology : 

1/ Observe the structure and Theory (above)
2/ Open the Associated Excel Model

3/ INPUT the general parameters:
- Subject
- Author
- Last Update Date  

4/
a) Change the Logo
b) (Optional), change the color of the table header

5/ List all the “Convergent” Elements of Negotiation
6/ List all the “Different” Elements of Negotiation
7/ List all the “Divergent” Elements of Negotiation

8/ Think about the « Likely Conclusion » (Agreement, Disagreement, Unknown) for each negotiation element (if possible), based on the power dynamics for each element.

9/ Study the finished “Negotiation Recap Slide”, and make eventual adjustments.Tip: Try to be at max “in the other party’s shoes” to avoid obvious missteps.

10/ Adjust the Title & Date of your Slide:- -
11/ Change your Slide Title, Logo, Footer & Sources based on your analysis

12/ During or after the negotiation, list the final conclusions (Agreed, Disagreed, Pending) for each element.

13/ In the Excel file, after the negotiation, list the final conclusions (Agreed, Disagreed) for each element.

 
The Best Practice is:

- an editable Microsoft PowerPoint Template Slide + one Excel Template Worksheet
- with an online & offline 13 step-by-step methodology, with pedagogical illustrations for each step.

Should you have any questions about this top tier complex business negotiation methodology and template, you're welcome to reach out to me, Antoine Duboscq or adVentures Startup Studio via Private Message.

Good Luck!
- Tim


⭐️Bundle of 63 Chief of Staff (COS) Frameworks (including this one)

Additional reading and key ressources to become a "top 1% business negotiator":

- 📕 "Getting to Yes: Negotiating Agreement Without Giving In" by Roger Fisher, William Ury, and Bruce Patton: This classic book introduces the concept of principled negotiation and provides a framework for reaching mutually beneficial agreements. Amazon link or 30 min YouTube Video.

- 📗 "Never Split the Difference: Negotiating As If Your Life Depended On It" by Chris Voss and Tahl Raz: Written by a former FBI negotiator, this book shares real-world negotiation experiences and provides actionable techniques for effective negotiation. Amazon link or TedX Talk (12 minutes) or Talks at Google (50 minutes).

- 📘 "Influence: The Psychology of Persuasion" by Robert Cialdini: While not solely focused on negotiation, this book explores the principles of influence and persuasion, which are crucial skills in any negotiation scenario. Amazon link or 7 min video.

- 📙 "Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond" by Deepak Malhotra and Max Bazerman: This book delves into the strategies and tactics employed by successful negotiators and offers practical advice for achieving favorable outcomes. Amazon link or 46 min video.

- 🎥 The Harvard Principles of Negotiation (8 min)
- 🎥 The art of negotiation: Six must-have strategies | London Business School (56 min)
- 🎥 Prof. Jordan Peterson's take on Negotiation (8 minutes)
- 🎥 Top 10 MOST Powerful Negotiation Tips | Black Swan Method | Chris Voss: (18:40 min)