PREPARATION WORKSHEET – [NAME, GROUP, SECTION]; [ROLE]:________________________________ NG4-101

PARTIES INTERESTS OBJECTIVES NEGOTIATION OBJECT

(Negotiating parties) (Why are you negotiating?) (What do you want? How do your interests (What are you negotiating?)
became real?)

OURS: OURS: A) SPECIFY THE NEGOTIATION OBJECT:

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B) LIST OF ISSUES:

THEIRS: THEIRS: (Negotiating variables)

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OTHER PARTIES: OTHER PARTIES:
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 POSSIBLE OUTCOMES

(Off the negotiating table) (On the negotiating table) PROPOSAL:

ALTERNATIVES-BATNA OPTIONS (Communication of the chosen option)

(Possible combinations of variables) A) ELEMENTS THAT SUPPORT IT:

OURS: Best aspirational option A.1.) EXTERNAL LEGITIMACY CRITERIA:

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Average option
OUR B.A.T.N.A.: •

(The best of our alternatives) •

• A.2.) ARGUMENTS WITH A PERSUASIVE EFFECT:

OTHER PARTIES: •

• Minimum acceptable option •

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OTHER PARTIES B.A.T.N.A.: •

(The best of their alternatives) •