You are on page 1of 5

MGMT3721 Negotiation Skills - Planning Guide - Plan 1 170211.

Planning Guide
Plan 1
Technical Basics
Planning What appears in What appears in
Problem to solve Where to start
Element the Worksheet the Explanation
Motivations
Interests/ Why am I here? Address this issue third until you A heading that says Interests A heading that says Interests -
Needs Why bother doing this deal? have worked it out for yourself in Under that heading a simple Priorities
What is my ULTIMATE reason? real life (when it is always first). numbered list. A simple statement of one or two
In these scenarios consider The items in the list are ordered sentences about how you decided
demographics, lifestyle, type of according to their importance to the interests of your character.
person you are (in the role you you. There is no need to include the
are playing). Try to think and list of interests.
walk in their shoes.
Goals How does this negotiation help Address this issue second. A heading that says Goals A heading that says Goals -
me satisfy my interests? You have specific objectives to Under that heading a simple Priorities
achieve, one for each issue in numbered list. A simple statement of one or two
your bargaining mix. How do The items in the list are ordered sentences about how you decided
those objectives help satisfy your according to their importance to the goals of your character.
interests? If theres an objective you. There is no need to include the
that does NOT help satisfy an list of goals.
interest why try to get it?
Objectives What specific outcomes do I Address this issue first. In real A heading that says Objectives A heading that says Objectives -
want from THIS negotiation? life youll do this third after Under that heading a simple Priorities
For each bargaining mix item Interests and Goals. numbered list that includes the A simple statement of one or two
what specific outcome do you In these scenarios youll get specific outcomes you want. sentences about how you decided
want. NOT a range, NOT a ideas of what numerical The items in the list are ordered the objectives of your character.
policy (eg better than XXX). outcomes youre after as you according to their importance to There is no need to include the
read the brief. Write down those satisfying your interests.. list of objectives.
expected objectives. After youve
completed interests and goals
adjust them accordingly.

page 1 of 5
MGMT3721 Negotiation Skills - Planning Guide - Plan 1 170211.4

Planning What appears in What appears in


Problem to solve Where to start
Element the Worksheet the Explanation
Core structure
Bargaining Mix Which issues you will, or will List all the issues raised in the A heading, Bargaining Mix. A heading, Bargaining Mix
NOT, discuss. Just because an briefing document. Under that heading a simple list A simple statement of two or
issue is raised does not mean Sort the list by importance. of all issues you plan to negotiate three sentences about how you
that you must discuss it. in order of their importance. decided what to include or
Some items may be excluded
because even discussing them Weighting each issue (eg out of exclude from the bargaining mix
involves sacrificing interests. 100), will help your concession and why the list does or does not
planning and decisions. satisfy your interests.

Planning Points You need a clear statement for Opening Offer: Ambitious enough A heading, Planning Points A heading, Planning Points
each item in your bargaining for lots of room for concessions, A table with four columns: Sub-headings for each of Open,
mix of where you intend to start but not SO extreme that you lose * Bargaining Mix Item Target, and Resistance.
negotiating, what you credibility with the other side. * Open A single sentence about WHY you
realistically hope to achieve, and Target: What you estimate you * Target chose THAT specific number. Eg,
where you will stop negotiating. can realistically achieve; but it * Resistance Point (RP) did your BATNA influence your
should be ambitious too. Each row is an item from your RP? How did you decide Targets?
Resistance Point: Your last offer! Bargaining Mix. Some people insert the table
Any further concession is less from the Worksheet and add
valuable than your BATNA. extra columns.
Concessions You need explicit steps between The items at the top of your A heading, Concessions A heading, Concessions
Open, Target, and Resistance. A Bargaining Mix are important and Use your Planning Points table How did you decide what
formula or policy is NOT good so should have the fewest and (some people combine these). concession steps to make?
enough because, in the heat of smallest concessions.
Add columns for steps between Did you accidentally sacrifice any
the negotiation, working out The items at the bottom of the Open and Target, and Target and of your interests? If so, why were
steps following a rule can list can afford to have the most Resistance. you prepared to make those
cause errors and disaster. and largest concessions.
For each concession, what will concessions?
The logic should fit your you ask for in exchange?
strategy and framing.
Budget issues How do money questions figure Your interests ranking illustrates A heading, Budget issues A heading, Budget issues.
in your (in-role) interests that some matters are more A simple statement about the Not required for Plans 1 and 2.
(including intangibles!)? How do important than mere money. importance of money aspects of Why and how should money take
you handle questions of risk and Ensure you do not get distracted this negotiation contrasted with precedence over non-money
uncertainty regarding money? by matters of money and other issues. How do these relate matters? What were any
sacrifice interests by mistake. to your interests? consequences for interests?

page 2 of 5
MGMT3721 Negotiation Skills - Planning Guide - Plan 1 170211.4

Planning What appears in What appears in


Problem to solve Where to start
Element the Worksheet the Explanation
Execution
Strategy You need to bring together your Review the Simple Dual Concerns A heading, Strategy A heading, Strategy
thinking about your interests and Model. A few words (not even a How and why does your strategy
the Dual Concerns Model. How important to YOU are your sentence) to identify the strategy serve:
This helps you choose and use a outcomes? you have selected. * your interests?
strategy and negotiation How important to YOU are their * Compete (distributive) * your goals in THIS
behaviours that work towards outcomes? * Collaborate (integrative) negotiation?
your interests. * Accommodate
Select a strategy or combination.
* Avoid
* Compromise
* Mixed Motive
Tactics For each of the different For each of the different A heading, Tactics A heading, Tactics
strategies (Simple Dual Concerns strategies (Simple Dual Concerns A short list of tactics that suit the Why did you select those tactics?
Model) there are appropriate Model) there are appropriate chosen strategy. (Link to strategy and interests.)
tactics. For example, high/ tactics. For example, high/ Why are they particularly useful
lowballing is inconsistent with an lowballing is inconsistent with an and relevant in THIS negotiation?
integrative (collaborative) integrative (collaborative) Note that these are NOT how
you plan to behave but technical Were there any other tactics you
strategy. strategy.
terms (eg bogey, log rolling, etc) considered and chose to not use?
What tactics to select given your What tactics to select given your Why?
strategy but also your goals? strategy but also your goals?

BATNA The stronger your BATNA, the If this negotiation could not occur A heading, BATNA A heading, BATNA
more power you have in that AT ALL how would you satisfy A few words (not even a Why, given your own interests
negotiation. your interests? sentence) identifying your and situation and the broader
BATNAs are not fixed. Make sure It is absolutely NOT about BATNA. environment, is this your BATNA?
your BATNA is as strong as working out how to come to ANY Stating whether your BATNA is: Why is it strong, middling or
possible. You can build it up or kind of agreement with the other weak, useful or not for achieving
* Good or Bad for your interests
search for an alternative that party. your goals and satisfying your
might become your new, * Strong or Weak for your
It IS about walking away from interests?
stronger BATNA. negotiation
the other party, having no further What other alternatives did you
You need to understand your discussion or dealings on this consider? Why were they
own interests, your environment matter, and doing SOMETHING rejected?
and the other side. ELSE.
Considering your BATNA and
THEIRS, who has more power?

page 3 of 5
MGMT3721 Negotiation Skills - Planning Guide - Plan 1 170211.4

Planning What appears in What appears in


Problem to solve Where to start
Element the Worksheet the Explanation
Other party estimations
Motivations What motivates the other Consider a basic demographic A heading, Other side. Not for Plan 1. For Plans 2 and 3.
negotiator/s? If they achieve profile of the other party. What Two sub-headings, Interests A heading, Other side.
their objectives how will that would such a person have by way and Objectives Two sub-headings, Interests
help satisfy interests? Remember of interests? What specific
Simple lists under each. Note and Objectives
you negotiate with a person outcomes (objectives) would they
that an employee is likely to have Explain how you decided what
NOT a company. Help the other need from THIS negotiation to
satisfying corporate interests of interests and objectives the other
party satisfy THEIR interests help satisfy those interests?
with a short sub-list of those. side may have and how you
they will help you satisfy yours.
decided expected priorities.
Core structure The other party will have a Copy-Paste your Bargaining Mix. A sub-heading for each of Not for Plan 1. For Plans 2 and 3.
preferred Bargaining Mix, Re-order it to suit what you Bargaining Mix, Planning Points, A sub-heading for each of
Planning Points, Concessions, guess are their interests. Concessions, and Budget. Bargaining Mix, Planning Points,
and budget-related opinions. The Given their objectives estimate A simplified version of your Concessions, and Budget.
better you understand these the the Planning Points. layout for these items. Short statements of how your
better placed you are to direct
What Concessions could you seek expectations in each category
the negotiation.
that they could find acceptable? satisfy their interests and why
What is more important to them the priorities you expect them to
than money? adopt.

Execution How will the other party apply Review your guess of their A sub-heading, Strategy with a Not required for Plan 1.
the Simple Dual Concerns Model? interests and objectives. one to three word statement of But for Plans 2 and 3
What tactics will support that Review the Simple Dual Concerns the strategy you think theyll
A sub-heading, Strategy and
choice? Model. What strategy applies? adopt from the Simple Dual
Tactics.
If the negotiation never occurred What tactics suit that strategy? Concerns Model.
Why would they use the Simple
what would the other party do If you were not there what would A sub-heading, Tactics with a
Dual Concerns Model as you say?
instead to satisfy interests? the other party do instead to simple list of tactics you expect
them to use to support their Why the selected tactics serve
satisfy those interests?
chosen strategy. Note NOT a that expected strategy and the
description of expected behaviour interests you think they have.

Frames and What story could they tell for Get an idea of the other partys A sub-heading, Frames Not required in Plans 1, 2, or 3.
framing you to accept their arguments? motivations. A short description of the story
Does the situation itself push you What must they understand of you expect the other side to use
to accept their point of view? your needs and argument? How to get you to accept their point of
What can you do to protect do you justify your claims? What view.
yourself from pressure of their story explains these things in Possibly some statements you
arguments and the situation? terms that make sense to THEM? expect from them.

page 4 of 5
MGMT3721 Negotiation Skills - Planning Guide - Plan 1 170211.4

Planning What appears in What appears in


Problem to solve Where to start
Element the Worksheet the Explanation
Communication
Chit chat What do you not know about the The purpose is to plan a A heading, Chit Chat. Not required for any of the plans
questions situation and motivations of the communication strategy that Five main questions (plus one or
BEFORE other party? What are their likely makes you look/sound two follow-up questions for each)
negotiation BATNA and Planning Points? spontaneous, interested, and not that indirectly provide you with
What questions BEFORE starting confrontational or adversarial. important information about the
negotiation will help you to: This is important background re- other side. Open questions work
* understand them? search but it must be handled well and feel more relaxed.
skilfully or it will raise their When asking your chit chat
* guess their core structure? suspicions and then backfire on questions be friendly and relaxed
you. to make them feel comfortable so
To assist, make a list of data you that they can feel OK about
need about the other party to sharing information with you. Be
strengthen your understanding of careful to avoid raising suspicions
their situation and interests. (can cause hostility).
Frames and What story could you tell for Given your motivations, what Framing comments or questions A heading, Frames and framing.
framing them to accept your arguments? must they understand of your may appear with planning points How do the stories you chose
Does the situation itself push needs and argument for you to and concessions. for framing address the OTHER
them to accept your point of succeed? You may have a sub-heading, partys interests and goals?
view? How do you justify your claims? Frames under which you have In your plan this is a guess.
What story explains these specific statements describing
During (Research) Chit Chat you
things in terms that make sense your story and why it helps the
CHECK your guesses and maybe
to THEM? other side understand you.
adjust your framing accordingly.
Threatening Identify weaknesses in your own Some parts of your plan will A heading, Threatening Not required for any of the plans
questions from plan and anticipate how the appear weak, in part because questions and their prepared
the other side other party can probe for those that part of your situation is answers.
DURING weaknesses with careful weak or you dont know how to A list of questions that would
negotiation questions. plan effectively. Identify those expose weaknesses in your plan.
parts and devise questions that These are NOT trivial.
would expose them.
Prepared Having anticipated how the other Devise answers to the feared A list of matching answers to Not required for any of the plans
answers to party can use questions to probe questions. those threatening questions that
Threatening for for weaknesses in your plan strengthen (or at least protect)
questions from what answers can you prepare to your position.
the other side survive tha attack?

page 5 of 5