Negotiation preparation checklist.

1. Ignite Communications http://www.ignitecommunications.co 1
Negotiation Preparation Checklist
o Your objective
o Your multiple interests
o All issues in consideration (e.g., price, delivery date, warranty, etc.)
o Create a scoring system for all issues in order to consider various packages with multiple
issue trade-offs
o Your BATNA
o Other side: preliminary thoughts about their interests and BATNA
o Norms, standards, or criteria that might be relevant in this negotiation (e.g., market rates,
precedents, specifications)
o What assumptions are you making? What information should you try to find out
• During preparation
• During negotiation
o Research
o Brainstorm possible value-creating options
o Formulate strategy (e.g., opening offers, coalitions, strengthen your BATNA, how will you
convey your perspective …)
• What is your aspiration?
• What is your walk-away point?
o Role – play
• to explore their interests
• to try out negotiation strategies
• to prepare emotionally