Negotiation styles are compromising and accommodating

Information Based Bargaining Plan 1. The Problem Problem statement I must negotiate with person to solve what problem: 2. Goals and Decision Makers My specific, High Expectation include both target point and opening position): Torpet decision-maker who has the authority to make a definitive decision Bottom Line Influences 3. Underlying Needs and Interests (Shared/Ancillary/Conflicting) Theirs 4. Leverage What do I lose there is no deal for what is my BATNA)? If no deal what will they lose for what is their BATNA? What steps or alternatives will improve my alternatives! Can influence their alternatives or make their status que worse? Leverage Favors Me Other Party - About Even Who has the most to lose overall from no deal