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NEGOTIATION SKILLS PLANNING DOCUMENT 1. What is the negotiation about?

2.

Who is the negotiation with? by name and by job function

3.

Whats the big idea for the negotiation?

3.1 Long term

3.2 Short term

4.

Whats likely to be the other partys big idea for the negotiation?

4.1 Long term

4.2 Short term

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5.

Who, from your organisation/ department will help with the preparation and planning by name and by job function?

6.

Who, from the other party might be involved? by name and by function

7.

Is there a good match between both parties functional representation? If you can influence the location of the negotiation have you tried to have it in your own place (if appropriate for you to do so)? If the negotiation is about money what is the value of business in debate?

Yes/No

8.

Yes/No

9.

10. What is the annual value of business conducted currently between the negotiating parties? 11. What %tage does the figure at 9 above represent of the figure at 10 above?

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12. List below the result of your SWOT analysis

STRENGTHS

WEAKNESSES

OPPORTUNITIES

THREATS

13. List below your counteractions to your weaknesses and threats

WEAKNESSES

COUNTERACTIONS

THREATS

COUNTERACTIONS

14. List below what monkeys might be in your mind?

14.1 14.2 14.3

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15. List below what monkeys there might be in the other partys mind?

15.1 15.2 15.3 16. If your negotiation involves teamwork are ALL team members FULLY aware of what the big idea is? 17. If your negotiation involves teamwork have ALL team members been involved in developing the strategy? 18. What might the other partys needs be? These are perhaps personal needs like credibility for example, a buyer frequently needs to reduce price and/or add value. Can you help them satisfy their need at little or no disadvantage to your position? 19. You need to consider the potential outcomes from the negotiation in terms of achieving each of your objectives. List these below. Worst Outcome (Beyond which you would walk away)

Yes/No

Yes/No

Best Outcome

Likely Outcome

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20. Have you got the authority to settle at the various potential outcomes listed at 19 above? If not go and get it! (If you cant get it either modify your position or dont start negotiating) 21. If walk away is arrived at - what is your fallback position to redeem the situation? i.e. what will you do if you fail to reach agreement? (If you dont have a fallback position established you are probably not fully prepared for the negotiation)

Yes/No

22. Have you determined the ambience you wish to create and what opening remarks you might use to achieve it? List these details below. Ambience: Opening remarks:

23. List below (in reverse order of importance) the issues about which you intend to negotiate and, if money is involved, try to identify the gap between you in s N o 1 2 3 Issue Gap in s

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4 5

24. List below (using educated guesswork) the other partys likely issues and, if money is involved, try to identify the gap between you in s N o 1 2 3 4 5 6 7 25. Do any opportunities exist to precondition the other party (e.g. forewarning of some negative likely event but then apparently backing down to appear to be conceding). If so list them in the box to the right. List below (in reverse order of value or importance) elements where it may be possible to TRADE concessions and estimate their individual cost implications if any Concession Element Cost () Issue Gap in s

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No 26. 1 26. 2 26. 3

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26. 4

27. List below how you might maximise each of your tradeables

No 27. 1 27. 2 27. 3 27. 4


28.

Maximisation Comments

List below likely elements where the other party may attempt to TRADE concessions

No 28. 1 28. 2 28. 3 28. 4

Concession Element

Cost ()

29. List below how you might minimise each of the other parties tradeables

No 29. 1 29. 2 29. 3

Minimisation Comments

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29. 4

30. Have you given some thought to the tactics that you might be able to employ in the negotiation session?

Write them here

31. Have you given some thought to the tactics that the other party might employ in the negotiation session?

Write them here

32. If the need arises, have you considered what your first offer figure might be i.e. your initial move from the current position? 33. Have you rehearsed the face to face negotiation session with someone who has a good understanding of the issues? 34. Have you rehearsed the face to face negotiation session with someone who has a little or no understanding of the issues?

Yes/No

Yes/No

REMEMBER YOU MUST WANT TO REACH AGREEMENT FROM THE NEGOTIATION PROCESS PREFERABLY ON A PERCEIVED WIN WIN BASIS

070 NEGOTIATION PLANNING DOCUMENT

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