What is my overall goal in the negotiation

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Reference no: EM133451579

Questions:

1) What is my overall goal in the negotiation? Why is this my goal?

2) What issues are most important to me in reaching this goal? Why are these issues important?

3) What is my BATNA? How did I come to this answer?

4) What is my RP? How did I come to this answer?

5) What is the most likely price? How did I come to this answer?

6) What is my stretch goal? How did I come to this answer?

7) List some approaches or strategies that you might use during the negotiation to help you develop the desired products and why you chose them. Remember that, because negotiation is a dialogue, not a monologue, no one approach will necessarily be appropriate. Be prepared with a range of approaches.

B) OPPONENT-PREP.

1) Whom are we trying to influence? If different, who is the decision maker?

2) What is the primary decision they see themselves facing?

3) From their perspective, what are the pros of that decision?

4) From their perspective, what are the cons of that decision?

5) Question: Shall I (we) (from the primary decision above):

a) What are the favorable consequences of saying "yes" to that decision?

b) What are the negative consequences of saying "yes" to that decision?

c) What are the favorable consequences of saying "no" to that decision?

Reference no: EM133451579

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