Distributive Negotiation: Planning Document

Please print your name: $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$

$1)$ What issue$($s$)$ are you negotiating? HINT: Purchase price or lease? If lease, then how much

and how long??

$2)$ Why are you negotiating these issues? In other words, what are your interests $($motivations$,$

needs, etc$)$ in wanting to negotiate each of these issues? Be VERY specific.

$3)$ For each issue, what is your opening offer $$ also known as your target?

$4)$ For each issue, what is your resistance point $$ the thing you will NOT accept?

$5)$ What is your BATNA? Be specific and detailed in describing it$.$

$6)$ List three $(3)$ power tactics you will use during the negotiation, and define them.

REMEMBER! You are only using power tactics $$ ONLY. This is a distributive negotiation.