Negotiation one sheet · Sheet 2 of 3
Who decides, and by when
The other side
The person you deal with, by role
The decision network
| Role | What they need from this | What confirms their part | Who told you |
|---|---|---|---|
| Who sponsors it | |||
| Who approves it | |||
| Who pays for it | |||
| Who holds the evidence | |||
| Who implements it | |||
| Who can stop it |
Roles, not names and not people. The last row is the one most sheets leave out, and it is the row that ends deals.
What the person in front of you can do
| Can they | You were told | What shows it |
|---|---|---|
| Quote a price | ||
| Change a term | ||
| Sign an order | ||
| Accept a notice | ||
| Settle a complaint | ||
| Take payment |
Being told is not the same as being shown. The second column is what somebody said. The third is a document.
Deadlines
| The date | Whose it is | Who told you | What happens on it | What you checked it against |
|---|---|---|---|---|
A date somebody asserted and a date you verified are written the same way here. The difference is the last two columns, and some deadlines are entirely real.
Roles and documents. Nothing on this sheet is about what anybody is like.