Chris Voss's framework, from Never Split the Difference, pp. 204 to 210.
Goal
Best case.
Summary
Facts leading to 'That's right'.
Labels
Three to five.
Calibrated questions
Three to five.
Noncash offers
What they hold.
From chapter: Appendix: Prepare a Negotiation One Sheet, pp. 204–210
The appendix gives the Negotiation One Sheet, a five section preparation tool. Voss warns that preparation should not be a script and argues that good preparation yields at least a 7:1 return on time saved. The sections are the goal, a short summary of the facts, three to five labels for an accusation audit, three to five calibrated questions including ones for behind-the-table players, and a list of noncash offers. He argues against building preparation around BATNA because it sets a low target.
