Identification of

Pre-Negotiation Analyze Interests

- Mandate - Documentation - The objectives
- The preconditions - Identification of positions - Strategization
-Negotiation team - The SWOT analysis -BATNA - ZOPA

Post-Negotiation
Negotiating Conclusion of
Negotiations - The final report
- Negotiation sessions - Positions - Evaluation
-Recording the result
- Debates - Identifying the Solution - Tracking the
-Drafting the contract
- Argumentation - Adoption of decisions transaction
 Negotiator Planner
The written plan allows that during the negotiations the strategic limits and the established tactics
are followed, facilitating their structuring for the following rounds;

CHAPTER 1: Pre-negotiation.
Preparing the process and collecting the data needed to launch effective and efficient negotiations. In this
phase, the first contact of the parties follows and the first opportunities of the related negotiations are
identified.

1. Data and profile of Participant 1 and 2.

Fill in the names and dates of the participants, as they appear in the official documents. It will help you to
identify the size and the possibilities of both parties.

Participant 1.

1. The Company's name:

2. Unique registration code:

3. Legal form of incorporation:

4. Date of establishment / Trade

 Register Number:

5. The main activity of the

company and the related NACE code:

6. NACE code of the activity that

will be negotiated.

7. Nature of share capital: Nature of share capital (%) Private

National

Foreigner

8. Value of share capital:

9. The number of Employees

10. Income Business Profit Liability Fixed Current

Figure Net Assets Assets

2019

2018

11. Address, telephone / fax, e- Adress:

mail: Telephone:
e-mail:
Fax:
Headquarters address
1.
2.
12. Contact:
13. Associates, main shareholders: Name and surname Domicile / company Share in share
 headquarters capital%

14. SME category Micro

According to the legal provisions.
Classified

Middle

15. Presentation of the companies

group :
If the applicant company is part of a
group, a presentation for each
company:

Participant 2.

1. The Company's name:

2. Unique registration code:

3. Legal form of incorporation:

4. Date of establishment / Trade

Register Number:

5. The main activity of the company

and the related NACE code:
 6. NACE code of the activity that will
be negotiated.

7. Nature of share capital: Nature of share capital (%) Private

National

Foreigner

8. Value of share capital:

9. The number of Employees

10. Income Business Profit Liability Fixed Current

Figure Net Assets Assets

2019

2018

11. Address, telephone / fax, e-mail: Adress:

Telephone:
e-mail:
Fax:
Headquarters address
1.
2.
12. Contact:
13. Associates, main shareholders: Name and Domicile / company Share in share
surname headquarters capital%
14. SME category Micro
According to the legal provisions.
Classified

Middle

15. Presentation of the companies group :

If the applicant company is part of a
group, a presentation for each company:
 2. Field of Negotiation.
Describe the area and the case which will be negotiated: general and specific features and the type of
negotiation. Types: competitive, cooperative, rational.
 3. The mandate of the Negotiation.
This act that confirms the authority which the chief negotiator receives from the mandator.

MANDATE FOR NEGOTIATION

1. Place of negotiations: ___________________

2. Period and duration of negotiations:

• dd-dd/ month/ year
• no. days

3. Purpose of the action:

Conducting negotiations on ________________________________

4. Limits of competence:

Price limit _____________

5. Negotiation's partners: ______________________________________________

6. Travel expenses:
• Plane _______________________ and return: _____ Euro / pers.
• Internally: ____ Euro / pers.
• Hotel: _____ Euro / pers.
• Daytime: _____ Euro / pers.

7. Opportunity, necessity and efficiency of travel: ______________________________________________

Data

Semnatura
 4. Identification of preconditions and barriers.
Identifying personal preconditions or partners that appear in the form of barriers, overcoming which allow
the actual start of negotiations.
 5. Identifying the context of the negotiations and the principles appropriate to the case.
Describe the context or urgency of the need for this negotiation and what the agreement will bring. To make
the agreement more advantageous, reciprocal and stronger, you can choose principles such as: the principle
of exchange, reciprocity or the principle of the list of criteria. By understanding the context, you will be able
to realize the urgency, scope and importance of those negotiations.
 6. Negotiation team and chief negotiator.
Knowing the scope of the negotiations and the context in which they took place, it is also possible to identify
the necessary skills, draw the members of the negotiation team and appoint the chief negotiator. Carrying
the negotiations in the team can make it easier to reach the required performances, thanks to the experts of
which it is composed. Fill in the required data below.

Name: Skills and responsibilities: Roles awarded:

The speaker
Sustainer

Strategist
Observatories
This planner has the the format of a negotiation plan. Containing the necessary chapters and
tools that will help you to reach your goals as quickly as possible, with minimal resources. The
chapters are established in priority order and all recommended tools contain the necessary
instructions. With the help of this plan you will be able easily to go through stages such as:
Documentation, Goal Setting, Strategizing and Effective interaction at the Negotiating table.

This planner contains steps that provide maximum efficiency in the negotiation process,
according to research conducted by Harvard. By following the steps described, you will be able
to identify the optimal strategy and you will gain self confidence in the chosen position and in
the support process.

If the first chapter catches your attention , the next three should prove the effectiveness and
efficiency.

You're welcome.

Negotiations Planner :

Email: shimanioan@gmail.com Viber: +380969068535

WhatsApp: +380969068535 Instagram: learn_to_negotiate