Appendix

While the Strategic Negotiation Process is essentially an intellectual effort, recording the information you develop in written form is extremely helpful in successfully blueprinting deals. Not only does it help you organize all the data you gather during the process, but it enables you to see the blueprint in its entirety at a glance once it’s completed.

For that reason, we have developed the following Strategic Negotiation Worksheet. The first sample of the worksheet has been completed using the data from the second case study in Chapter 11. Following that is a one-page instruction sheet for completing the worksheet, and a blank worksheet you can use for the information gathered for your own negotiation.

Please note that the worksheets are copyrighted material and are not to be copied.