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




The Seven Strategies of Master Presenters
The Seven Strategies of Master Presenters
ISBN: 1564147444
EAN: 2147483647
Year: 2003
Pages: 109

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