Before meetings and calls.
WHERE IT HELPS
Structuring what you want to say Anticipating questions Preparing for a difficult conversation Researching the other party, from material you supply
HOW TO ASK
"I am meeting [who] about [what]. I want to achieve [outcome]. What should I prepare? What are they likely to ask or object to?"
FOR DIFFICULT CONVERSATIONS
"Help me structure this so it is clear and fair. Here is what happened."
Rehearsing the difficult part reduces the chance of saying it badly.
FOR NEGOTIATIONS
"What are their likely positions? What would I concede, and what would I not?"
Deciding your limits beforehand is the single most useful preparation.
WHAT IT CANNOT KNOW
The person The history What actually matters to them
Supply what you know.
WHAT NOT TO DO
Read from a prepared script Prepare so thoroughly that you stop listening
THE PRACTICAL VALUE
Ten minutes of preparation for a conversation that matters.
Most people do none.
