This week, you and your team completed the training sessions on developing the Negotiation Planning Strategy. The chief operations officer (COO) received positive feedback from your team about the direction and content of the training sessions.

Purpose of Negotiation

(Price, Commission, Price Improvement, etc.)

Desired outcome

(identify your organizations goals and objectives)

Pertinent information

(What facts do I have for both parties that support my proposal?)

Interests/desires/motivations

(What are my party’s motivations? What are the other party’s motivations? What do I anticipate the other party will object to?)

Sources of Power

(What is my power? What is the other party’s power?)

Walk-Away Alternative

(If we can’t come to agreement, what then?)

Ethical Considerations

(What are the ethical pitfalls or morally ambiguous issues)

Negotiation Team

(Roles & Responsibilities)

Recommended Negotiation Strategy

(identify your preferred Negotiation Strategy)