$1.($What assumptions have you made in your preparation for this negotiation? Identify questions to test those assumptions. In what areas do you need more information? $($Identify questions to get that information.$)$

$2.$ Stated Purpose $($What is this negotiation supposed to be about?$)$

$3.$ Interests: $($Think broadly, then prioritize. Compare your priorities to find tradeoffs$/$concessions$.$

$4.$ BATNAs: $($State in words and in terms of points, dollars, or the appropriate metric.$)$

$5.$ Options and Issues: $($Brainstorm ways to expand the pie or find a mutually attractive agreement. Consider what your sources of power, areas of weakness, potential alliances, and your opening move.$)$

$6.$ Proposals $($Think in terms of multi$-$issue packages$)$Aspire to $(=$Target Point$)$ Content With Live with $(=$Reservation Point$\mathrm{).}$

$7.$ Standards: $($Equity$,$ need, fairness, market rates, industry benchmarks, historical data, assumptions.