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    Negotiation Preparation Table

    Uploaded by

    Chen Kai Mun
    This document contains templates for preparing for a negotiation exercise. It includes tables for identifying issues, interests, and options; considering alternatives and criteria; and planning for communication, relationships, and commitments. The templates provide guidance on gathering information about the negotiation topics, the other party's perspective, developing a bargaining position, and managing interactions.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd

    Negotiation Preparation Table

    Uploaded by

    Chen Kai Mun
    244 views4 pages
    This document contains templates for preparing for a negotiation exercise. It includes tables for identifying issues, interests, and options; considering alternatives and criteria; and planning for communication, relationships, and commitments. The templates provide guidance on gathering information about the negotiation topics, the other party's perspective, developing a bargaining position, and managing interactions.

    Original Description:

    Nego

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    This document contains templates for preparing for a negotiation exercise. It includes tables for identifying issues, interests, and options; considering alternatives and criteria; and planning for communication, relationships, and commitments. The templates provide guidance on gathering information about the negotiation topics, the other party's perspective, developing a bargaining position, and managing interactions.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    244 views4 pages

    Negotiation Preparation Table

    Uploaded by

    Chen Kai Mun
    This document contains templates for preparing for a negotiation exercise. It includes tables for identifying issues, interests, and options; considering alternatives and criteria; and planning for communication, relationships, and commitments. The templates provide guidance on gathering information about the negotiation topics, the other party's perspective, developing a bargaining position, and managing interactions.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    of 4

    My name:

    Name of negotiation exercise:


    My role:

    (1) PREPARATION TABLE FOR THINKING ABOUT ISSUES, INTERESTS AND OPTIONS

    Issues My/Our Interests Relative Possible options Their Interests


    What matters are What do we care about? Importance What are the possible solutions that can meet the If I were in their shoes, what
    we trying to reach (List interests in order of (Allocate total interests of both parties? would I care or worry about?
    agreement on? their relative importance.) of 100 points) (List interests in order of their
    probable relative importance)
    My name:
    Name of negotiation exercise:
    My role:

    (2) PREPARATION TABLE FOR THINKING ABOUT BATNA, CRITERIA & PROCESS
    Our possible Pros Cons Improvement Their possible Pros Cons Alteration of Possible
    alternatives of my BATNA alternatives their BATNA objective
    What could I do What can I do What could they What can I do criteria that can
    to satisfy our to improve my do to satisfy their legitimately to be used to
    interests if we BATNA? interests if we do make their determine
    do not reach an not reach an BATNA less terms of
    agreement? agreement? attractive?
    agreement
    (List max. of 3) (List max. of 3)
    (E.g., market
    price, industry
    practice etc)
    (After considering pros (After considering pros
    & cons, underline your & cons, underline their
    BATNA) possible BATNA)
    My name:
    Name of negotiation exercise:
    My role:
    My name:
    Name of negotiation exercise:
    My role:

    (3) PREPARATION TABLE FOR THINKING ABOUT COMMUNICATION, RELATIONSHIP & COMMITMENT
    Communication issues Relationship issues Commitment issues
    Active Persuasive Process Identify Current Desired Bridging Level of What would
    listening communication What is my relationships status status the gap commitment a desired
    What What messages approach to Which (A) (B) What can I What agreement
    questions do I do I want to the relationships How is the How would do in this commitments look like?
    want to ask send them so negotiation matter? relationship I like it to meeting to am I willing or List the key
    them to find they know (my now? be? move the authorised to points the
    out their my/our attitude, relationship make at this agreement
    interests? interests? tone of from A to meeting? should have.
    voice etc.?) B?

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