NEGOTIATION PREPARATION SHEET

Our Side Their Side

Interest Our Interests Their Interests
What really matters? Why? What might be their underlying reasons?

Goals Our Goals & Priorities (MIT-List) Their Goals & Priorities
Must: Our estimate of what matters most to them

Ideally:

Tradeable:

Options Options for us Options for them

What are ways our interests could be satisfied? What are ways their interests could be satisfied?

Interest Options Interest Options

Information To share with them To ask them

What information do we share/not share What information do we need to gather/what
questions do we ask

Bargaining What is our “Plan B” What is their “Plan B“

Power What options do we have if this negotiation fails? What might they do if the negotiation fails?

How can we improve our BATNA?

Do we have information that will influence their
What is their perception? BATNA?

Numbers Our Numbers Their Numbers

Target Price:….……………………………………….. Estimate of their reservation price:

Reservation Price:…………………………………... ZOPA ……...….……………………………………….

(max/min walkaway)

Opening Price:…………………………………………

Shall we open? ‫ﬦ‬yes ‫ﬦ‬no

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