The Negotiation One Sheet
A comprehensive preparation document that synthesizes all tactics into a battle plan for any negotiation.
The Negotiation One Sheet is Voss's master preparation tool that synthesizes all of his techniques into a single document customized for each negotiation. It is the tool he uses with all his students and clients, serving as a concise primer that forces you to think through your tactics and strategy before walking into any deal.
The preparation document covers your goal (the best possible outcome), your summary (how to trigger 'That's right'), your labels and accusation audits (to defuse negative dynamics), your calibrated questions (to gather information and say 'No'), and your identification of the counterpart's type. It is essentially a game plan that ensures you have thought through every psychological dynamic before the pressure hits.
Voss's mantra is 'You don't rise to the occasion; you fall to your highest level of preparation.' The One Sheet ensures that your highest level of preparation is world-class.
- You don't rise to the occasion; you fall to your highest level of preparation
- Preparation must cover goals, summaries, labels, accusation audits, calibrated questions, and counterpart analysis
- Never enter a significant negotiation without a written plan
- The plan is a starting point, not a rigid script; remain flexible
- Think about the deal killers as much as the deal makers
- Define Your GoalWrite down your best possible outcome. Be specific and ambitious but realistic. Think in terms of a range rather than a single number. Set an optimistic but justifiable target.Pro tipResearch comparable deals or market rates to anchor your target in reality. An ambitious goal backed by data is far more powerful than a hopeful wish.
- Prepare Your SummaryWrite a summary of your counterpart's known situation, combining facts (paraphrase) and emotions (labels), designed to trigger 'That's right.' This demonstrates you understand their world and earns you the right to influence.Pro tipThe summary should reflect their perspective, not yours. Use their language and their frames. If you cannot write this summary, you do not understand your counterpart well enough.
- Conduct Your Accusation AuditList every negative thing your counterpart could say about you or your position. Write label statements for each accusation. Plan to deliver these at the opening of the conversation to defuse negative dynamics before they take root.Pro tipThe most uncomfortable accusations to say aloud are usually the most important ones to address.
- Prepare Your Calibrated QuestionsWrite three to five 'How' and 'What' questions designed to: (a) gather information, (b) say 'No' without confrontation, (c) ensure implementation, and (d) influence behind-the-table players. Stock questions: 'How am I supposed to do that?' 'What does this look like to you?' 'How does this affect everyone else?'Pro tipPrepare questions for different scenarios. Have a set for when things are going well and a set for when you hit resistance.
- Identify Counterpart Type and AdaptBased on what you know about your counterpart, assess whether they are an Analyst, Accommodator, or Assertive. Plan your tone, pacing, and approach accordingly.Pro tipIf you do not know their type, prepare approaches for all three. Watch for type signals in the first few minutes and adapt in real-time.
- Prepare Your Ackerman Plan (If Applicable)If the negotiation involves price, prepare your target and calculate your four offers (65%, 85%, 95%, 100%). Prepare your precise final number and your non-monetary throw-in item.WarningThe Ackerman plan works best when you have done the emotional groundwork first. Do not jump straight to numbers without first establishing rapport and understanding.
MBA student Angel Prado prepared meticulously for his salary negotiation. He anchored his boss months in advance by noting the company's investment in his MBA should translate to higher salary. In the meeting, he asked for a new title first (non-monetary), let his boss name the first number, then presented a precise range ($134.5k-$143k) with an Ackerman approach.
The Negotiation One Sheet emerged from Voss's decades of preparing for life-and-death hostage negotiations, where thorough preparation was not optional but essential for survival. When he transitioned to business consulting and teaching at Georgetown, Harvard, and other institutions, he adapted his preparation framework into a single-page document that any MBA student or executive could use. The document distills the full toolkit from Never Split the Difference into an actionable checklist.