My name:

Name of negotiation exercise:

My role:

(1) PREPARATION TABLE FOR THINKING ABOUT ISSUES, INTERESTS AND OPTIONS

Issues My/Our Interests Relative Possible options Their Interests

What matters are What do we care about? Importance What are the possible solutions that can meet the If I were in their shoes, what
we trying to reach (List interests in order of (Allocate total interests of both parties? would I care or worry about?
agreement on? their relative importance.) of 100 points) (List interests in order of their
probable relative importance)
My name:
Name of negotiation exercise:
My role:

(2) PREPARATION TABLE FOR THINKING ABOUT BATNA, CRITERIA & PROCESS
Our possible Pros Cons Improvement Their possible Pros Cons Alteration of Possible
alternatives of my BATNA alternatives their BATNA objective
What could I do What can I do What could they What can I do criteria that can
to satisfy our to improve my do to satisfy their legitimately to be used to
interests if we BATNA? interests if we do make their determine
do not reach an not reach an BATNA less terms of
agreement? agreement? attractive?
agreement
(List max. of 3) (List max. of 3)
(E.g., market
price, industry
practice etc)
(After considering pros (After considering pros
& cons, underline your & cons, underline their
BATNA) possible BATNA)
My name:
Name of negotiation exercise:
My role:
My name:
Name of negotiation exercise:
My role:

(3) PREPARATION TABLE FOR THINKING ABOUT COMMUNICATION, RELATIONSHIP & COMMITMENT
Communication issues Relationship issues Commitment issues
Active Persuasive Process Identify Current Desired Bridging Level of What would
listening communication What is my relationships status status the gap commitment a desired
What What messages approach to Which (A) (B) What can I What agreement
questions do I do I want to the relationships How is the How would do in this commitments look like?
want to ask send them so negotiation matter? relationship I like it to meeting to am I willing or List the key
them to find they know (my now? be? move the authorised to points the
out their my/our attitude, relationship make at this agreement
interests? interests? tone of from A to meeting? should have.
voice etc.?) B?