Case Study- Negotiation at Work

Planning Guide

1. What are the issues to be negotiated?

2. What are the priorities among the issues in the bargaining mix?

3. What are the primary underlying interests?

4. What are my limits on each issue-walkaway points and BATNAs?

5. What are my target points and openings requests on these issues?

6. Who are the important constituencies to whom I am accountable?

7. What do I know about the other negotiator’s interests, negotiating style, and personal reputation?

8. What overall strategy do I want to pursue?

9. What do I need to assemble-research, documents, charts and graphs, and so on- to make the most effective presentation on what I want to achieve? What tactics will I use to present my arguments or defend against the other negotiator’s arguments?

10. What protocol is important for this negotiation: where we negotiate, when we negotiate, who is present for the negotiation, agenda to be followed, note taking? Also, what is our backup plan if this negotiation fails?