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BSR 1 Chapter 14 Negotiating
BSR 1 Chapter 14 Negotiating
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11. What are their priorities? 12. What evidence do I have to support my positions? 13. What sort of approach should I take? (Avoidance/accommodation/competitive/collaborative/compromise?) 14. What approach is the other party likely to be adopting? 15. What are my non-negotiables? 16. What will be the other partys non-negotiables? 17. What are my optimum and fallback positions? 18. What are the optimum and fallback positions of the other party? 19. What am I prepared to trade? 20. What questions will I ask? 21. What are the key questions the other party(ies) might ask? 22. How can I get creative in order to get to a solution? 23. What is the ZOPA (zone of possible agreement)? 24. How can I make it easy for my negotiation partner to say yes? 25. What might a solution look like? 26. What precedent can I think about which is similar to this negotiation? 27. What sort of tactics might I consider using in this negotiation?
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28. What is my BATNA (best alternative to a negotiated agreement)? 29. What is their BATNA? 30. What do I want included in the agenda?
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