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Preparation Worksheet For Negotiations Assessment of the Other Party 1 Who is/are the other party/parties? 2 Are the parties monolithic? Any other parties directly or indirectly involved or have a stake in the negotiation outcome? 3 Counterparties' interest & position? What does the counter party wants from engaging in negotiation? 4 Counterparties' BATNA? Preparation Worksheet For Negotiations Situation Assessment 1 Is the negotiation one shot, long term, or repetitive? 2 Do the negotiations involves scarce resources, ideologies or both? 3 Is the negotiation one of necessity or opportunity? 4 Is the negotiation a transaction, or dispute situation? 5 Are linkage effects present? Will this negotiation affect other negotiations? 6 Is agreement required? 7 Is it legal to negotiate? 8 Is ratification required? 9 Are time constraints or other time related cost involved? 10 Are contracts official or unofficial? 11 Where do the negotiation take place? 12 Are negotiation private or public? 13 Is third party intervention a possibility? 14 What convention guide the process of negotiation? 15 Do negotiations involve more than one offer? 16 Do negotiators communicate explicitly or tacitly? 17 Is there a power differential between parties? 18 ls precedent important? Negotiation Preparation - Salary Scenarios - #1 - Going in unprepared Samantha landed a job interview for a copywriter position. In the middle of the job interview, the hiring manager surprised her by asking about her salary expectations. Having not given it sufficient thought prior to the interview, Samantha was quick to say $45,000 (a couple thousand more than she currently earns). She thought nothing of it until she was formally offered the role after a follow-up interview. Samantha then did some research and realized that with her two years of experience she could be earning between $46.750 and $70,000. Unfortunately, she felt she had already boxed herself in. Prepare: As a team review and complete the "Preparation Worksheet for Negotiations" to prepare Samantha to negotiate a better salary package. Samantha feels that there would have been other qualified candidates and is concerned that the salary expectations could affect her relationship with the hiring manger. #2 - Getting personal Dave was offered a new position as a marketing manager with his current employer. Dave has been with the company since he graduated college four years ago. He was keen to make a bigger dent in his student loans. During the salary negotiation discussion, Dave mentioned the loans and asked for more money. Prepare: As a team review and complete the "Preparation Worksheet for Negotiations" to prepare Dave for continued salary and benefits discussions to secure the marketing manager position. Dave is known as an excellent employee and the skills he has developed since graduating college make him very attractive to other employers. #3 - Considering the big picture Sean is a skilled art director with more than five years of experience. He recently received two job offers for about the same starting pay. One offer came from a small firm where he could see himself grow and prosper; the other opportunity came with a higher starting salary at a more established firm. Sean knew that the smaller agency wouldn't be able to beat the higher salary. but he carefully considered the entire compensation package and successfully negotiated additional vacation days and a flexible work arrangement, which closed the gap between the two offers. Prepare: As a team review and complete the "Preparation Worksheet for Negotiations" to prepare Sean for future negotiations with both firms. Sean believes that the larger firm's offer will be better financially, but believes the small firm will ultimately be better for his career. Sean is interested in starting a family and values flexibility and the ability to take time off work to be an active father