Negotiators Toolkit - Sprout Online Courses

Essential Negotiation Skills

The Negotiator’s Toolkit

Keep this toolkit handy — it’s your practical checklist for real-world negotiations.

Core Questions Before Any Negotiation

What is my objective?
What are my non-negotiables?
What is my BATNA?
What do I know about the other party’s needs and motivations?
What is the best possible outcome — and the minimum acceptable one?

Negotiation Checklist

Phase	What to Do
Prepare	Define goals, research thoroughly, understand BATNAs
Open	Build rapport, set a positive tone, clarify expectations
Explore	Ask questions, listen actively, uncover shared interests
Bargain	Trade, not give; remain flexible but firm; seek value for both sides
Close	Confirm all terms, express appreciation, document the agreement
Follow-up	Ensure implementation, check in, and nurture the relationship

Essential Tools & Tactics

Tool	Use It To…
BATNA	Strengthen your position with a solid alternative
Anchoring	Set the tone with the first number or proposal
Mirroring	Build rapport through subtle imitation
Framing	Shape perception with positive, strategic wording
“What If” Scenarios	Explore options creatively without commitment
Reframing	Shift the discussion to interests, not positions
Silence	Create space for the other side to reveal more or reconsider
Trade Concessions	Never give — always trade

Phrases to Use in Negotiation

When to Use	Try Saying
Opening the discussion	“I’m looking forward to finding a solution that works for both of us.”
Responding to aggressive tactics	“Let’s focus on the issue, not the pressure.”
Reframing a tough position	“What’s the reason this point matters most to you?”
Clarifying	“Just to confirm, we both agree that…”
Closing the deal	“Are we ready to move forward on these terms?”

Final Advice for Negotiators

Be curious, not combative.
Never negotiate without preparation.
Focus on building relationships as well as deals.
Master emotional control — yours and theirs.
Practice. Reflect. Learn. Repeat.