SH S

STRONG
 Met all requirements except for one
 Is financially more capable than SS
 SS won the bid only by a whisker

WEAK
 ShS does not have required experience
 SS has more exp than ShS

EXRA

 Find out what agreement are they negotiating

SS
Strong
 Won the bid, actually better than other parties
 Has more exp than ShS


Weak
 Won by a small margin
 Does not have the requisite turnover
Preparation
Gathering Information
Leverage evaluation
Understand the people involved
Rapport
Know your objectives
Type of negotiation
Plan

Preparation: Objectives and Goals

Why do you want/need to negotiate?
 Identify everything that can be
negotiated and think about the goals you
want to obtain for each item
BATNA the lowest acceptable
outcome to an individual for a
negotiated agreement