Planning For Negotiations

Planning for Negotiations
Introduction
This exercise asks you to focus on either an upcoming role-play negotiation or a real negotiation
that will occur within your life within the next several weeks or months. In this exercise, your objective is
to develop a plan for that negotiation.
Here you will find 10 question areas that can be used as a planning guide for this negotiation.
These questions reflect the important elements to consider when you prepare to negotiate. Not all of these
questions will be relevant to every negotiation, so you may not have a specific answer for every question.
The purpose of the planning process is to make sure you consider all of the major factors that may impact
the upcoming negotiation, and assemble information, arguments, or analysis so that you can be more
effective in achieving your goals in that negotiation. The detailed questions are presented next, and a
blank abbreviated planning guide is available after the questions for you to complete about your own
upcoming negotiation.
Planning Questions
Here are the major dimensions you should address in planning for a negotiation:
1. Understanding the issues – that is, what is to be negotiated.
2. Assembling the issues and defining the bargaining mix:
• Which issues are most important and which issues are less important?
• Which issues are linked to other issues, and which are separate or unconnected?
3. Defining the interest: What are the other’s primary underlying interests?
4. Defining limits:
• What is our walk away point on each issue – that is, what is a minimally acceptable settlement for
each issue or the issues as a package?
• If this negotiation fails, what is our best alternative for a negotiated agreement (BATNA)?
5. Defining targets and openings:
• What will be our preferred settlements in each issue?
• What will be our opening request for each issue?
• Where are we willing to trade off issues against each other in the bargaining mix?
6. Constituencies: To whom is the other accountable for the solution – that is, to whom does he or she
report or have to explain or defend the outcome? Does this party also have to be involved in issue
definition and goal setting?
7. Opposite negotiators: Who is the other party (or parties) in the negotiation?
• What information do we have about them?
• What issues will they have?
• What priorities are they likely to have for their issues?
• What are their interests?
• What has been my past relationship with them? What future relationship do I need to have, or
would I like to have with them?
8. Selecting a strategy:
• What overall negotiation and strategy do I want to select? How important are the outcome and
the relationship with the other?
• What strategy do I expect the other will be selecting?
9. Planning the issue presentation and defense:
• What research do I need to do on the issue so that I can argue for them convincingly and
compellingly?
• Do I have (or can I prepare) graphs, charts, and figures that will clearly communicate my
preferences?
• In what order and sequence should I present the information?
• What arguments can I anticipate from the other party, and how am I going to counteract their
arguments?
• What tactics will I use to try to move us toward agreement?
• What roles will different people play in the negotiation?
10. Protocol:
• Where will we negotiate? Do we wish to influence the choice of location?
• When will we negotiate? Do we wish to influence the time and length of negotiation?
• Who will be at the actual negotiation meeting? Do we want to bring other parties to serve a
particular purpose (e.g., an expert or an observer)?
• Do we have an agenda? How can we help to either create the agenda or participate in its
development?
• What will we do if the negotiation fails?
• Who will write down and confirm the agreement? Do we need to have the contract reviewed by a
professional (e.g., attorney, accountant, agent)?
Planning Guide
This planning guide may be completed for any important upcoming negotiation:
1. What are the issues to be negotiated?
- About the producing and developing the petrocheck

- Selling the plant
- Rent price of apartement
2. What are the priorities among the issues in the bargaining mix?
- Planning worksheet
- Develop reservation price
3. What are the primary underlying interests?
- Need Money
- To have place for living
4. What are my limits on each issue – walkaway points and BATNAs?
- If the prospective customer less interested with the apartment facilities, so the apartment owner
can complement what is the facilities that the propective customers want.
5. What are my target points and opening requests on these issues?
- for the apartment owner should behave polite to the prospective customer with interesting
explaination so it can attract and influence the prospective customer to rent the apartment.
6. Who are the important constituencies to whom the other is accountable for the solution?
7. What do I know about the other negotiator’s interests, negotiating style, and personal reputation?
- The other parties in the negotiation is property agencies and other apartment owners
8. What overall strategy do I want to pursue?
- The stratgegy that I want to pursue are Competition and Compromise:
9. What do I need to assemble – research, documents, charts and graphs, and so on – to make the most
effective presentation on what I want to achieve? What tactics will I use to present my arguments or
defend against the other negotiator’s arguments?
10. What protocol is important for this negotiation: where we negotiate, when we negotiate, who is
present for the negotiation, agenda to be followed, note taking? Also, what is our backup plan if this
negotiation fails?

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Planning for Negotiations

1. Understanding the issues – that is, what is to be negotiated.

2. Assembling the issues and defining the bargaining mix:

each issue or the issues as a package?

5. Defining targets and openings:

• What will be our preferred settlements in each issue?

• What will be our opening request for each issue?

• What information do we have about them?

• What issues will they have?

• What priorities are they likely to have for their issues?

• What are their interests?

the relationship with the other?

• What strategy do I expect the other will be selecting?

9. Planning the issue presentation and defense:

• In what order and sequence should I present the information?

• What tactics will I use to try to move us toward agreement?

• What roles will different people play in the negotiation?

• Where will we negotiate? Do we wish to influence the choice of location?

• What will we do if the negotiation fails?

1. What are the issues to be negotiated?

- About the producing and developing the petrocheck

4. What are my limits on each issue – walkaway points and BATNAs?

5. What are my target points and opening requests on these issues?

8. What overall strategy do I want to pursue?

- The stratgegy that I want to pursue are Competition and Compromise:

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