Use this checklist to prepare for your next negotiation. Add additional items that are critical to your situation.
- Develop fact base
- Define the scope
- Identify and develop your team
- Develop a timeline
- Determine your wants and needs
- Determine their wants and needs
- Determine your desired outcomes and goals
- Determine your Least Acceptable Agreement
- Identify ALL interested stakeholders
- Define the market/economic situation
- List what is NOT negotiable
- Predict the possible sticking points
- Determine throw-away items
- Plan the agenda and discussion points
- Clarify your interests
- Understand their interests
- Define their goal and Least Acceptable Agreement
- Identify options for mutual gain
- Define possible independent standards for fairness
- List your BATNAs
- Identify ways you could improve your BATNAs
- List their BATNAs
- Determine whether your goals are aligned with your counterpart
- Determine if the goals can be aligned
- Anticipate their questions and be ready with responses
- Assess legal and political risks