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CRUSH MYNEGOTIATIONPREP WORKSHEETNEGOTIATE YOUR BEST LIFEBecome Unstoppable: Negotiate with Courage and Confidence; Drive the Outcome You WantREBECCA ZUNG, Esq.www.RebeccaZung.com@REBECCAZUNG

You Are Always Negotiating.Welcome to my world. I’m Rebecca Zung. Yes, I am a Top 1% attorney, bestsellingauthor and owner of a multimillion dollar business. But there was a time that I was asingle mom to 3 little babies, broke, college dropout who could barely afford to eke outliving every single month. I turned my life around and then turned around and helpedthousands of clients negotiate their lives in their divorces. Negotiation and business skillsare universal, and I have now written a bestselling book which went on to be an Amazon#1 Bestseller on the day it was launched!#1 NEW RELEASE ON AMAZON"Worth its weight in gold!" -- Robert Shapiro, Esq. AmericanCivil Litigator, Co-Founder of Legal ZoomWhat if you knew you could get what you want innegotiation? What if you knew you could feel powerful,confident and in control of the entire process? Top 1%attorney, author and media personality Rebecca Zungshares her proven method for successfully negotiatinganything in her latest book.REBECCA ZUNG, Esq.www.RebeccaZung.comRebecca's Books

NOW IT'S YOUR TURN.THE GREAT NEWS!Negotiation starts from the internal to the external and 80% of a negotiation is won before you even walkinto the room. A large percentage of that is mindset and knowing that you matter internally. The nextlargest percentage is proving your external value. This is the BEST news because that means that youcontrol your outcome. Visually the planning looks like this:REMEMBER :“YOU AND YOU ALONE DEFINE YOUR VALUE.”In this worksheet, I am giving you a basic structure for the External Research and Preparation portion ofwinning your negotiation, so that you can walk into that negotiation feeling powerful, confident and readyfor anything. Ready? Awesome. Let’s Crush Your Negotiation!REBECCA ZUNG, Esq.www.RebeccaZung.comRebecca's Books

STEP #1RESEARCH YOUR SIDEResearch is one of the most important parts of preparing for a negotiation. By gathering your research,you are starting the process of formulating your arguments as to why your position is the stronger one.You will want the other side to consider your position and the more cold, hard facts you have to supportyour side, the better chance you have at prevailing and getting what you want. The key is not only to getwhat you want but to get the other side to give you what you want willingly. You want the other side to seethe merits of your argument and feel that it makes sense.If you have no buy-in from the other side, you are far less likely to come to an agreement, and even if youdo, it is less likely to stick. People often change their minds, especially if they start thinking about the“deal” and start feeling how “unfair” they think it is. So, the more you can boost and strengthen yourposition with data, facts and figures, the better off you will be in the long run. Here are some questions toget you started on what you need to research:REBECCA ZUNG, Esq.www.RebeccaZung.comRebecca's Books

What areas will I have to research in order to be prepared?Where will I have to look to find the information?What websites can I look at for date/information?REBECCA ZUNG, Esq.www.RebeccaZung.comRebecca's Books

Are there any people I should reach out to for more data/information?What are my risks?What are each of the separate issues that I will be discussing?REBECCA ZUNG, Esq.www.RebeccaZung.comRebecca's Books

STEP #2RESEARCH THE OTHER SIDEThe next part of this step, which is less obvious, is that you must do the other person’s research. Yes, you heard mecorrectly. A master negotiator will do all of the research as if you are taking the other person’s position in thenegotiation. This means finding all the data, facts, figures and information that the other person would dig up if he orshe were doing the same sort of thorough research that you will be doing.Then you are going to anticipate every single argument the other side is either going to make or could make in orderto support their position. So, you may be thinking, but what if they aren’t thorough? Here’s the thing. Even if theother side isn’t as prepared, anticipating what their arguments will be, will only serve you. During the conversation,you will be able to say, “you may take the position that (x, y, z) and here is my response to that position.” You’ll be atthe ready to refute any argument or position that they may take.Find out all you can about the other side. If you will be negotiating with a group, an individual, a company, anassociation, or a professional - read everything you can find. You might even ask the other side if they have anymarketing literature or other types of handouts about themselves, sent to you in advance. Check to see if theindividual or entity has written or published articles or reports. Reading things that they have written may give youinsight into their beliefs, positions and opinions. You may even want to talk to people who know information aboutthe other side. Find out what kind of personality (ies) you’re dealing with.Figuring out what is motivating the other side will be key. Oftentimes, it isn’t totally obvious, but if you really observewhat the other side is saying and how they are behaving, it usually isn’t too hard to determine. Key motivators areoften not winning the actual argument that they are proffering but could be something more elusive such as pride orsimply winning for winning’s sake. It could be just to not let you win, or to see you suffer. While you might thinkthese types of incentives are ridiculous or meritless, if they are indeed what is motivating the other side, then you willhave to figure out a work-around in order to get what it is that you want. Here are some questions to help you workthrough your research of the other side.REBECCA ZUNG, Esq.www.RebeccaZung.comRebecca's Books

What will the other side’s positions likely be?What do I need to know about the other party? What research can I do?What is motivating the other side?REBECCA ZUNG, Esq.www.RebeccaZung.comRebecca's Books

STEP #3LOOK AT RANGESOnce you have done all of your research, researched the other side and figured out what isincentivizing the other side, then you can go to the next step in defining your value, which isto figure out what is your best case scenario and your worst case scenario. This is where youdetermine what the universe is that you are looking at for your particular situation.Your best-case scenario is where you get everything you could possibly get. Now, I am allabout the law of attraction and visualization and using the power of your word to get whatyou want. That being said, when you are doing all of that, keep in mind that adding a pinchof reality in your mix as you are stirring your recipe of what you want isn’t a bad thingeither.Then figure out what your worst possible scenario would be.This is where you think about what the situation will be if everything goes wrong and you getthe bare minimum. Also be realistic here and incorporate all of the research and informationthat you’ve gathered. Now take a look at what your best and worst case scenarios are:REBECCA ZUNG, Esq.www.RebeccaZung.comRebecca's Books

What is my best scenario in this negotiation?What is my worst scenario in this negotiation?REBECCA ZUNG, Esq.www.RebeccaZung.comRebecca's Books

STEP #4LEVERAGEWhat is leverage? Leverage is the information that you hold which incentivizes the other side to want to resolve yourdispute. It is a key element in negotiating. For example, the person who has the more urgent desire to get the casesettled has less leverage than the person who doesn’t care if the case ever get settled. You want to not only have asmuch leverage as you can going into the negotiation, you want the other side to feel that leverage. As the author EoinColfer has aptly stated, “The trick to negotiation is to hold all the cards going in and, even if you didn't, to try to lookas though you do.”How do you get leverage? First, you have to know the value of what you have that the other side might want. Centralto this, you need to know what the other side wants. What are their pain points? What do they need or want? Incertain negotiations such as in divorce, or with someone you know well, it is easier to figure out what is driving theother side. But no matter who you’re dealing with, the first thing you should try to gage is what emotional investmentthe other side is investing into this conversation.The second thing to do in order to gain leverage is to DO YOUR RESEARCH AND BE PREPARED. Third, figure outwhat is incentivizing the other side. Taking some time to try to analyze what is driving and motivating the other sideis critical. Always remember that what is incentivizing you is not necessarily what is incentivizing the other side.Remember that the world occurs for each person differently depending on how life has unfolded for them. Whatmight be completely innocuous to you is totally offensive to someone else.The next key element, now that you have identified your leverage, is to NOT GIVE IT AWAY TOO EARLY IN THEGAME. You’ll want to be sure you are saving your leverage for when you are going to need it. Now, that you knowabout leverage, let’s figure out what yours is.REBECCA ZUNG, Esq.www.RebeccaZung.comRebecca's Books

What is my leverage that I either already have or can create?What are the other side’s “pain points”?REBECCA ZUNG, Esq.www.RebeccaZung.comRebecca's Books

STEP #5YOUR OFFERBefore you walk into the room, have your first offer ready to go. This will be in the range of your bestcase scenario. Then decide ahead of time what you’re going to be willing to give up. This helps youcontrol the process. Make sure you are asking for much more than what you are going to be willing tosettle for.Remember that people have to sort of be “beaten up” by the negotiation process before they’ll come toa resolution sometimes. There are so many times that I have seen people end up at the exact same pointas where one party had offered to resolve the matter at the outset. Oftentimes, until they’ve been tossedabout in the negotiation boat and gotten seasick a few times, they still have grandiose ideas about howmuch they are going to get or what they think is a “fair” settlement.So by having your first offer ready and then deciding ahead of time what you’re going to be willing topart with or put another way, what the minimum is that you can live with, you will feel more in control ofthe process as it starts to unfold.No matter what you’re negotiating, you will always offer something of value while you are asking forsomething in return. The other side will want to feel that they are getting value, so if you want to getwhatever it is that you are asking for, it is better to plan in advance what you are willing to give to theother side in return.This comes back to the core message that every human wants to know that he or she matters and in anegotiation, that feeling of personal value is measured directly by the amount of value received in thetransaction. Now, it’s time to put together your first offer:REBECCA ZUNG, Esq.www.RebeccaZung.comRebecca's Books

What will be my first offer?What value can I offer while I am asking for what I want?REBECCA ZUNG, Esq.www.RebeccaZung.comRebecca's Books