How do you prepare a negotiation?

negotiation goal

  • My negotiation goal is
  • Price: Wish – Target range – Limit
  • My idea of a fair negotiation outcome
  • If there are several people in the negotiation arena: Are the goals of all members of the arena the same?
  • If no, set priorities.

The Best Alternative to the Negotiating Agreement (BATNA)

  • My best alternative is
  • The best alternative of the negotiating parties is probably

Keep people and things apart and treat them separately: (1 Harvard Principle)

  • How do I treat the person/what do I know about my negotiating partner?
  • Are there issues at the emotional level that can prevent a good result?
  • How much trust do I have in the other negotiating partner?

Interests do not focus on positions: (2nd Harvard principle)

  • My interests are
  • The interests of the negotiating parties are likely
  • Which positions of my negotiating partner are known and which interests lie behind them?

Develop options acceptable to both parties (3rd Harvard Principle)

  • What options could be developed

Apply Neutral Criteria (4th Harvard Principle)

  • The following standards could be accepted by both sides


  • How do I proceed, internal arrangements.
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