Cinnamon Case

Negotiation Planning Worksheet

Role in the Negotiation: Buyer/Seller
Group Number:
Roll numbers and names of your representatives:
WE OTHER PARTY
BARGAINING MIX
What issues will be up for
discussion in the
negotiation
(List and then number as
per importance)

Needs and interests

(Tangible and intangible)

BATNA
(Best Alternative to
Negotiated Agreement)
List alternatives in
sequence of importance

ASPIRATION /
TARGET PRICE
RESERVATION
POINT/ WALKAWAY

BARGAINING RANGE/
ZOPA
Zone of Possible
Agreement

POTENTIAL
CONCESSIONS

OTHER
CONSIDERATIONS
-time constraints
- goodwill of the company
and reputation
-repetitive interaction or
one-time deal
-general information about
parties arising from
context

OPENING OFFER