Integrative negotiation preparation

OUR ALTERNATIVES

Our alternatives

List your alternatives to this negotiation:

Uncertainty and Risk

Are any alternatives uncertain? If so, what is their expected value? What is the risk?

Our BATNA

What is your Best Alternative to a Negotiated Agreement?

Our reservation value

What is your reservation value (broken down by issues if applicable)?

Possible improvement

Can any of the alternatives be improved? How?

THEIR ALTERNATIVES

Their alternatives

What alternatives does the other party have?

Their uncertainty and risk

Are any of their alternatives uncertain? What is their expected value? What is the risk?

Their BATNA

What do you think is their Best Alternative to a Negotiated Agreement?

Their estimated reservation value

What do you estimate as their reservation value (broken down by issues if applicable)?

Influence

Can their alternatives be influenced? At what risk/cost (outcome, reputation, relationship)?

OUR INTERESTS

Our interests

List your interests with priority and estimated counterparty attitude:

Deeper motives

Are any of the above mentioned interests really positions representing deeper psychological motives?

THEIR INTERESTS

Their interests

What do you think are their interests with priority?

Their deeper motives

Are any of their mentioned interests really positions representing deeper psychological motives?

OPTIONS

Available options

What options are available for resolution?

Value creation

How could value be created in this negotiation?

LEGITIMACY

Distributive issues

What are the main distributive (win-lose) issues?

Objective criteria

Objective criteria for resolving the above distributive issues:

COMMITMENT

Our authority

Our authority:

Their authority

Their authority:

Desired commitment

Issue/desired commitment:

COMMUNICATION

Sensitive issues

Sensitive issues:

Communication methods

Specifics of communication (email, phone, in person):

Sequencing

Sequencing (meetings, issues, counterparties):

RELATIONSHIP

Relationship status

Where is the relationship now? Where would you want it to be at the end of negotiation?

Principal-principal relationship

Principal-principal relationship:

Agent-agent relationship

Agent-agent relationship:

Relationship value

Quantified value of the relationship:

DESIRED OUTCOME/ASPIRATION VALUE

Your aspirations

What is your ideal outcome from this negotiation?

OVERALL STRATEGY

Strategic notes

Your overall strategic approach and key points to remember: