4 research the other partys batna 48 their

4. Research the Other Party's BATNA
4.8 Their alternatives to a negotiated agreement
What alternatives do we think
they have if the negotiation ends
without agreement?
 Walk-away BATNA.
What is their best
alternative to a Negotiated
Agreement (BATNA)?
(Note: a strong BATNA position
means a strong negotiation
position)
What could improve their BATNA?
Can we remove constraints and
improve our BATNA position?

5. Objectives and negotiation points
5.1 Our objectives
List and describe our objectives in order of priority and preference.
Consider if each objective is a must have or a nice to have.
Objective Mus
t
Nic
e
Objective A X
Objective B X
5.2 Their objectives
List and describe what you think their objectives may be, in order
of priority and preference. Consider if each objective is a must
have or a nice to have for them.
Objective Mus
t
Nic
e
Objective A X
Objective B X

5.3 Negotiation points
Negotiation Point Current Position Revised Position Must Nice
1) separate the people
from the problem;
Manager Manager
2) focus on interests, not
positions;
Director Director
3) invent options for
mutual gain; and
Operator Operator
4) insist on objective
criteria
Operator Operator
5.4 Concessions
Concession List the concessions that we will be prepared
to consider
High Priority Prepare
High Priority Information Exchange
Medium Priority Bargain
Low Priority Conclude
Low Priority Execute

6. Positions
6.1 Our position
Clearly and systematically outline our starting position.
[ Guide Note: Consider the credibility of your targets. Are they too
ambitious? Not ambitious enough? Are they realistic? ]
6.2 Their anticipated position
Clearly and systematically outline what we think their starting position will
be.
6.3 Best case scenario
Describe what you think our best case result would be.
6.4 Bottom line
What is our worst case acceptable negotiated position?
7. Approvals
This Negotiation Plan must be reviewed and approved by your
director prior to proceeding with negotiations.