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Effective Negotiation Planning Guide

Stage 1 of negotiation involves planning and preparation, focusing on self-assessment, understanding parties' goals, and developing strategies. Key concepts include positions, interests, bottom lines, and BATNA (Best Alternative to a Negotiated Agreement). A checklist is provided to evaluate alternatives and determine the best course of action if negotiations fail.

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Nguyen Kim Ngan
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6 views8 pages

Effective Negotiation Planning Guide

Stage 1 of negotiation involves planning and preparation, focusing on self-assessment, understanding parties' goals, and developing strategies. Key concepts include positions, interests, bottom lines, and BATNA (Best Alternative to a Negotiated Agreement). A checklist is provided to evaluate alternatives and determine the best course of action if negotiations fail.

Uploaded by

Nguyen Kim Ngan
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd

Stage 1: Planning & Preparing

Purposeful Planning (SOS)


• Self-assessment;
• Other party assessment; and
• Situation assessment
Stage 1: Preparation and
Planning
• Understand all parties’ goals and interest
• Identify: Position, Interest, Bottom Line,
BATNA,WATNA
• Do your research
• Develop a strategy
Position

• Things each party wants and things each does not wish to give up.
• These demands are stated early in email, meetings and proposals.
Task 2.3 Two Men in a Room

• There are 2 men waiting in a room in a building. One man wants the
window closed, while the other wants the window open.
• You enter the room and hear them arguing. How would you help
them solve the problem?
Interest

• Why (the reason) they want those things.


• Usually not disclosed immediately and when disclosed, only
minimally or not the real reason.
Bottom Line

• Also called reservation value or reservation price.

• The highest price the buyer is willing to pay.

• The lowest price at which the seller is willing to sell

• If a negotiator cannot get his/her price, they will walk away


(WAP = Walk Away Price), that is, “no deal".
BATNA

• Best Alternative to a Negotiated Agreement.

• Developed by Roger Fisher and William Ury.

• If the deal is Plan A, then BATNA is Plan B.

• Plan B may mean going to another seller/buyer.


Checklist to determine BATNA
(developed by Harvard Law School)

List all alternatives to the current negotiation - what could I you


do if negotiations fail?

Evaluate the value of each alternative - how much is each


alternative worth to me?

Select the alternative that would provide the highest value to


you (this is your best alternative to a negotiated agreement).

After determining your BATNA, calculate the lowest-valued deal


that you’re willing to accept.

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