Include the following elements in your negotiation planning guide:

Define the negotiating goal.

Identify the major issues in the negotiation related to achieving the goal.

Define the relative importance of each issue and define the bargaining mix.

Define the interests.

Define the alternatives $($BANTAs$).$

Define your limits$,$ including a resistance point.

Describe your understanding of the other party$$s goals, issues, and resistance points. Identify the questions you must ask to learn more about these points.

Set your targets and opening bid.

Assess the social context of the negotiation.

Outline how you will present the issues to the other party; explain what to say and how to say it$.$

Remember that the context and process of the negotiation should be the focus so that you can reach an integrative agreement.