This planning guide may be completed for any important upcoming negotiation:

1. What are the issues to be negotiated?  

3. What are the primary underlying interests? 

4. What are my limits on each issuewalkaway points and BATNAs? 

 

5. What are my target points and opening requests on these issues? 

 

6. Who are the important constituencies to whom I am accountable?  

7. What do I know about the other negotiator's interests, negotiating style, and personal reputation?  

8. What overall strategy do I want to pursue?  

9. What do I need to assembleresearch, documents, charts and graphs, and so onto make the most effective presentation on what I want to achieve? What tactics will I use to present my arguments or defend against the other negotiator's arguments?  otiate, when we negoti-ate, who is present for the negotiation, agenda to be followed, note taking? Also, what is our backup plan if this negotiation fails?  

This is an introductory exercise. Description words in response to each question are appropriate. For this assignment, consider a future negotiation in which you will participate, or any imagined negotiation in the future. This exercise is designed to help you begin to think critically and strategically about the process of negotiation. The more measurable elements that you can include in your planning, the better. Complete the structured planning checklist using the template provided. Each question should be answered with a minimum of 50 words of substantive analysis. Your checklist should cite a minimum total of 4 relevant theories or methods from at least one of your textbook(s). Please talk about any topic present or future.