Professional Documents
Culture Documents
Checklist
Checklist
Strategy
Are you ready for
your negotiation? ▢ Zero-sum (Positional)
▢ Partnership (collaboration)
Want to make sure that
▢ SMARTnership (collaboration)
everything goes as well
as expected? To ▢ Sharing cost and benefit
negotiate is a major
▢ Prepared list of negotiable variables
responsibility for the
negotiation team. They ▢ Agenda, developed, own/mutual/order
need to pay attention to
▢ Rules of the game
detail while planing the
negotiation. ▢ Do you know your target, starting point and threshold of pain
▢ Counterparts team
You can tweak or update
this checklist depending Variables
on your organization’s
unique needs. ▢ Do you have all variables listed?
Process
▢ Minimize argumentation
▢ Generate trust
Planning phase
▢ Are new openings made?
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▢ Do you give too much or too little information?
Bargaining
Are you ready for
your negotiation? ▢ Offer/counteroffer
Negotiation style
You can tweak or update
this checklist depending ▢ Combat, concession, compromise, collaboration, stalling?
on your organization’s ▢ Active/passive
unique needs.
▢ Test limits / give up easy / push to hard
A thorough checklist will ▢ Locked on details?
help you easily manage
your negotiation. ▢ Locked on own proposal /listen to counterparts proposal
Closing
▢ Minimize argumentation
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