Professional Documents
Culture Documents
Negotiation Planning Worksheet Cinnamon Case
Negotiation Planning Worksheet Cinnamon Case
Negotiation Planning Worksheet Cinnamon Case
BATNA
(Best Alternative to
Negotiated Agreement)
List alternatives in
sequence of importance
ASPIRATION /
TARGET PRICE
RESERVATION
POINT/ WALKAWAY
BARGAINING RANGE/
ZOPA
Zone of Possible
Agreement
POTENTIAL
CONCESSIONS
OTHER
CONSIDERATIONS
-time constraints
- goodwill of the company
and reputation
-repetitive interaction or
one-time deal
-general information about
parties arising from
context
OPENING OFFER