Appendix C: The Master Negotiator s Preparation Form(TM)

Interests
Our Interests	Their Interests
1.	1.
2.	2.
3.	3.
4.	4.

The Prize: The Ultimate Outcome from the Negotiation
Our Prize	Their Prize

Options at the Table
Our Options	Their Options
1.	1.
2.	2.
3.	3.
4.	4.

Standards/Objective Criteria

(Objective standards or objective criteria help the parties look at the negotiation much more objectively and make it easier to reach an agreement)

1.

2.

3.

4.

Offers

• Aspire to?
  (The best arrangement you could get)

• Content with?
  (Satisfactory)

• Live with?
  (Acceptable minimal settlement)

BATNA (Best Alternative To a Negotiated Agreement)
Our BATNA	Their BATNA

Leverage
Our Leverage	Their Leverage

Possible Trade Offs/Concessions
Our Trade Offs/Concessions	Their Trade Offs/Concessions

Type of relationship I would like to have during and after the negotiation:

My partner's negotiation style is:

The style I will use in this negotiation is:

Muscle Level: The amount of Power or Force I will bring to the table:

1.

2.

3.

4.

Our Opening Statement