RevSeries / Free worksheet
Negotiation Prep Worksheet
Prepare for a commercial conversation with clear priorities and deliberate trade-offs.
01 / Understand each side
What outcome do you need?
Separate must-haves from preferences
What does the other party value?
Ask; don’t assume price is their primary concern
What happens without a deal?
Identify each side’s realistic alternative
02 / Map the terms
Which terms can change?
Scope, timeline, volume, support, term length, payment schedule
What cannot change?
Document real constraints and approval limits
What evidence supports your proposal?
Value, cost, implementation requirements, and risk
03 / Plan concessions
If asked for a discount, what will you ask in return?
Specific commitment: term, volume, timing, scope, or reference rights
Which concessions require approval?
Set a stop point rather than improvising
04 / Close with discipline
What exact decision is required?
Who approves, and by when?
How will the agreement be recorded?
Capture terms, owners, dates, and next steps