A $-$ The proposal $-$ a specific proposal to the opera house $-$ the proposal should be in line with your DRAFT negotiation plan and issues that you have already worked on$,$

B $-$ The Reaction $-$ anticipate the opera house's response, and

C $-$ The Contingency Plan $-$ offer another action to balance the equation. We call this third action a contingency plan or at least one typical form of it$.$