Negotiation Planning Guide

$1.$ What are the issues to be negotiated? $($Column $2)$

$2.$ What are the priorities among the issues in the bargaining mix? $($Column $1)$

$3.$ What are my limits on each issues $$ walkaway points and BATNAs? What are my target points and opening requests on each issues. $($Column $3,4,5,$ and $6)$

$1.$ Priority $2.$ Issue $3.$ Opening Request $4.$ Target Point $5.$ Walkaway Point $($Resistance Point$)6.$ BATNA

$4.$ What are the primary underlying interests?

$5.$ Who are the important constituencies to whom I am accountable?

$6.$ What do I know about the other negotiator$$s interests, negotiating style, and personal reputation?

$7.$ What overall strategy do I want to pursue?

$8.$ What do I need to assemble $$ research, documents, charts and graphs, and so on $$ to make the most effective presentation on what I want to achieve? What tactics will I use to present my arguments or defend against the other negotiator$$s arguments?

$9.$ What protocol is important for the negotiations: where we negotiate, when we negotiate, who is present for the negotiation, agenda to be followed, note taking? Also, what is our backup plan if this negotiation fails?