Planning for your Negotiation $"$If you fail to plan, you plan to fail." John Wooden basketball coach $$Planning is everything.....the plan is nothing$$ Coach Belichick quoting D$.$ D$.$ Eisenhower $$Knowledge speaks but wisdom listens$$Jimi Hendrix $$Everyone has a plan until they are punched in the mouth$$Mike Tyson Note: For multiple party negotiations, some questions won't apply; adapt this as appropriate; $"*"$ indicates the question may not apply; use your judgment$)\_$Takeoff, Buyer$\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$Your Name and Role..... The Problem: Define the problem you are trying to solve: Identify interests, options and Sources of powerWhat are your primary interests? list in order...............What are the other side's primary interests $($if multiple parties, list all$)$ Both sides typically have many interests beyond money; think a lot about this question; you should be able to identify a number of interests