In her recent FT.com column, Memory doesn’t matter when you have the net, Lucy Kellaway humorously recounts recent memory lapses and multi-tasking failures. She considers several solutions, one of which is to make lists.
When preparing for a significant negotiation, we suggest you make three lists regarding your information needs.
First, list the information you want to get before you meet with your counterpart. Second, list the information you want to get during your negotiation. Finally, list the information you want to initially share and withhold.
Making lists will help you strategically and comprehensively think through the information gathering process. It will also help you avoid forgetting something important in the heat of the battle or when juggling several tasks.