As with the Action Log, you will greatly enhance the chances of your success by formulating a clear Mission and Purpose in your important negotiations.
The basic rule is that an effective Mission and Purpose is always in the world of the other party. It is not what you want. Mission and Purpose is the Pathway by which you earn what you want.
The exercise provided will provide the basic steps in formulating a powerful Mission and Purpose. In preparing an Action Log, make sure that your Mission and Purpose follows this precept.
If you Fall Off in any negotiation, ask yourself did I formulate an effective Mission and Purpose, i.e. addressing the Pain of the other?