Negotiation Strategy (Huthwaite Template)

Negotiation Organiser
Name:

Other party:

Date:
Round 1 Round 2 Round 3

Objective

Timing (example 20 min)

Format (Example F2F)

Attendees

Attendees
Supplier

Roles and Responsibilities

Typical roles (may be the same person) Name BU

Team Leader: Chairs the meeting and makes decisions

Principal Negotiator: conducts the primary negotiations

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Internal Information Specialist: through understanding
of user requirements etc.

External Information Specialist: through understanding

supplier, competition and market

Strategist – understands strategy and provides support in

conducting negotiating tactics

Recorder – provides detailed documentation of all

discussions, agreements and unresolved issues
STREAK Analysis

Sources of Strength Sources of Weakness

Ours 1 2

Theirs known 3 4

Theirs 5 6
possible

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Planning objectives and fallbacks

Our objective

Our fallback

Their objective

Their fallback

Remember: You may want to revisit your statement of objectives and options as your plan progresses.
Issues and Limits

Our objective Their objective




Our fallback Their fallback

Priorities Limits Their Cost of concessions and/or Potential Benefits

Negotiable issues
Us Them Best Target Worst Target
Best Option:
Target:
Worst:
 Reviewing the negotiation: Outcomes

Outcome Planning the next stage

Reviewing the negotiation: Your approach

What we did well How we can build on this?

What was not so effective Actions we will take to avoid this problem
next time