NEGOTIATION PREPARATION PLAN

Plan 1: Example preparation for negotiation

My interests

What is important to me
in this negotiation?

My counterpart’s
interests

What is important to my
counterpart in this
negotiation?

1.

2.

Positions

The potential options

3.
available to meet my
interests and those of my
counterpart (in order of
acceptability).
4.

5.
My goal

My ambitious and
aspirational ideal
outcome for the
negotiation.

My expectation

The realistic outcome I

expect to achieve.

My bottom line

The point at which I must

walk away if not agreed
to.

My BATNA

The best alternative I

have identified to
reaching an agreement
with my counterpart.

Notes

What have I learned from

this negotiation? What
can I improve on for next
time?
Plan 2: Example preparation for negotiation

What is my vision for the future, and how does the outcome of this
negotiation support it?

What are my concerns and interests?

MY IMPORTANT INTERESTS MY UNDERLYING INTERESTS

(WHAT I REALLY CARE ABOUT) (WHY I CARE ABOUT THEM)
What options might meet my interests, solve my concerns, and be
acceptable to the other parties?

OPTIONS TO ACHIEVE MY INTERESTS

My comparative advantages in the negotiation

What advantages do I offer that can support my success in the negotiation?

MY ADVANTAGES
My alternatives to the proposed negotiation
What is my BATNA (Best Alternative to a Negotiated Agreement)?

MY ALTERNATIVES TO AGREEMENT (BATNA)

w can you prevent or remove the identified distractions in the future?