prepare for the negotiation by: Applying Lum’s ICON Model

The Big Sheet
Seven Element Preparation Tool

1. Parties Involved: (all parties affected by this negotiation or the outcome of this negotiation)

Interests: Theirs (your best assumption)

Interests: Yours

2. Options: Possible actions to meet their interests (List possible options for each of their interests)

Options: Possible actions to meet your interests (List possible options for each of your interests)

Legitimacy (Identify objective standards relevant to each option)

3. Your Alternatives: (Circle your BANTA)

Their Alternatives: (Circle their BANTA – your best assumption)

4. Commitment: (Action plan – Who will do what by when?)

5. Communication:
(Questions you will ask to test your assumptions)
(Questions you think they will ask)

6. Action Plan:  (In case things get emotional/hostile)

7. Relationship: (Current status and preferred status)