Business Thinking for Designers

The Negotiation Canvas 
Developed by Pablo Restrepo and Stephanie Wolcott of 
Negotiation by Design, the Negotiation Canvas uses the 
familiar constructs of other canvas tools in the designer’s 
toolkit. Using the Negotiation Canvas, you can better prepare 
for your next negotiation with a partner, client, or stakeholder. 

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130 
Communicate the options
The canvas itself focuses on two separate positions: yours 
and that of the person with whom you’re negotiating. Within 
the structure, designers can prepare for negotiations by 
capturing desired outcomes, bargaining chips, and walk-away 
alternatives. 
Figure 5-6: The Negotiation Canvas from Negotiation by Design
Perhaps the most valuable aspect of the canvas framework 
is that it forces designers to consider the point-of-view of the 
person with whom they’re negotiating.

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131 
Communicate the options
Pro tip
Be the first to act in a negotiation. By setting the bar up front, 
you can gain a psychological competitive advantage. Referred 
to as anchoring, being the first to act can establish a cognitive 
bias when an individual depends too heavily on the initial offer 
(considered to be the “anchor”) while making a decision. Being 
first won’t work every time, but the science is on your side.