ChipTech Negotiation Planning Questions

Your own name: $\_\_\_\_\_\_\_\_\_\_\_$

Your Role: $\_\_\_\_\_\_\_\_\_\_\_\_$

Instructions: Answer the following questions. Short bullet points are fine.

$1.$ What is your BATNA $($Best Alternative to a Negotiated Agreement$)?$ In other words, what will you do if you do not reach an agreement with the other party?

$2.$ What is your RV $($Reservation Value$)?$ In other words, what is the $$worst$$ you can agree to$,$ or your $$bottom line,$$ and still make a deal with the other party that is acceptable?

$3.$ What is your AV $($Aspiration Value$)?$ In other words, what would be your $$best case$$ agreement?

$4.$ What you do you guess might be the other party$$s Reservation Value? You can$$t know this, just do your best to guess.

$5.$ A ZOPA $($Zone of Possible Agreement$)$ exists if there is overlap between the two parties$$ RVs$.$ A good agreement between the two parties would fall somewhere in the ZOPA. Given your RV and your best guess about the other party$$s RV$,$ do you think there is a ZOPA?

$6.$ Do you plan to make the first offer? Why$/$why not?

$7.$ What are three of your key interests in the negotiation? In other words, what do you really care about that this negotiation might help you achieve$/$solve$?$

$8.$ What do you guess are three things the other party cares about? What question might you ask to learn about their interests?