---
title: "Negotiation One Sheet"
description: "Five section preparation page."
canonical: https://tomsharman.com/bookshelf/never-split-the-difference/negotiation-one-sheet/
updated: 2026-11-03
---

# Negotiation One Sheet

> Five section preparation page.

Chris Voss's framework, from Never Split the Difference, pp. 204 to 210.

Framework 9 of 9 from [Never Split the Difference](https://tomsharman.com/bookshelf/never-split-the-difference/index.md) by Chris Voss. Category: Offers and pricing.

## The steps

1. **Goal.** Best case.
2. **Summary.** Facts leading to 'That's right'.
3. **Labels.** Three to five.
4. **Calibrated questions.** Three to five.
5. **Noncash offers.** What they hold.

## Where it comes from

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.

## The animation

24 seconds, 4:5, no sound.

- MP4: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/never-split-the-difference/negotiation-one-sheet.mp4
- MP4, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/never-split-the-difference/negotiation-one-sheet-dark.mp4
- Still: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/never-split-the-difference/negotiation-one-sheet.png
- Still, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/never-split-the-difference/negotiation-one-sheet-dark.png