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ORGB420 Negotiation Preparation Sheet Template

The document provides a template for a Negotiation Preparation Sheet to help prepare for negotiations. It instructs the user to consider their own interests and goals as well as their negotiating partner's interests. Having complete information about all parties involved can give more control during negotiations, while lacking information requires making guesses. The template then provides sections to fill out regarding the specific negotiation, including important issues, alternatives, targets, sources of power, and opening strategies.

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1K views

ORGB420 Negotiation Preparation Sheet Template

The document provides a template for a Negotiation Preparation Sheet to help prepare for negotiations. It instructs the user to consider their own interests and goals as well as their negotiating partner's interests. Having complete information about all parties involved can give more control during negotiations, while lacking information requires making guesses. The template then provides sections to fill out regarding the specific negotiation, including important issues, alternatives, targets, sources of power, and opening strategies.

Uploaded by

Sur Yeah
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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ORGB420

Negotiation Preparation Sheet Template

Preparation is a vital part of the negotiation process. Therefore, before every negotiation you
should create a Negotiation Preparation Sheet. These documents will help you prepare for the
negotiation by asking you to consider different dimensions of the negotiation before you come to
class. Your preparation time should focus on assessing your interests and goals and those of your
negotiating partner. When you have more complete information about yourself and your
negotiating partner, you should assume that you can have more control over your own actions
and reactions during the negotiation. When you do not have information, especially about your
negotiating partner, you should guess.
Name:

NEGOTIATION PREPARATION SHEET

Negotiation: Viking Investments Role: Pat Olafson

What issues are most important to you? (List in order of importance)

1. Sandy’s upcharge (3% increase in total project costs)


2. Sandy’s outstanding rent $10000
3. Sandy’s Loan due $200000
4. My investment plans (lakefront property, partnership, working capital)
5. don’t take a loss with the condos

What is your BATNA? Reservation Price? Target?


BATNA:
Reservation price:
Target:

What are your sources of power?

What issues are most important to your negotiating partner? (List in order of importance)

1. Convince me to pay her new invoice of 9500


2. not going into
3.
4.
5.

What is your negotiating partner’s BATNA? Reservation Price? Target?

What are your negotiating partner’s sources of power?

What is your opening move/first strategy? Other important information?

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