Negotiation Strategy Planning Template

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)
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