Figure 3.5 allows you to create a Needs/Objectives Matrix for future negotiations. Consider an upcoming negotiation with a colleague, customer, or any other party. List as many needs as you can think of for yourself, then list what you assume to be the needs for the other side. Next, circle those needs that are most critical for you. Then, do the same for the other side.
Figure 3.6 allows you to create settlement ranges for yourself and your opponent for several issues.