What issues are likely to arise during the negotiation

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Reference no: EM133206468

Assignment - Negotiation Plan Paper

Q1. What is my goal in this negotiation? Why do I want to achieve this goal?

Q2. What is my best alternative for achieving this goal if this negotiation is not successful?

Q3. Will I disclose my best alternative to the other side during this negotiation? (Usually "yes" if your alternative is strong and "no" if your alternative is weak.)

Q4. How can I improve my best alternative? (By improving your alternative, you increase your power.)

Q5. What is the other side's goal in this negotiation? Why does the other side want to achieve this goal?

Q6. What is the other side's best alternative for achieving its goal if this negotiation is not successful?

Q7. How can I weaken the other side's best alternative? (By weakening the other side's best alternative, you increase your power.)

Issues That Are Likely to Arise -

Q8. What issues are likely to arise during the negotiation? List them and after each issue note:

(In complex negotiations, you should consider using a spreadsheet to organize these issues.)

Q9. Do I have a personal or long-term relationship with the other side? If so, how might this relationship affect the analysis in #8? If not, do I want to build a relationship with the other side?

Q10. Using the analysis at #8, what are the possible ways to create value for both sides-for example, by trading issues or by building on interests? What questions do I want to ask the other side when exploring these possibilities?

Authority When Agents Are Involved

Q11. Am I negotiating as an agent? If so, what are the limits of my authority?

Q12. If the other side is acting as an agent, what are the limits of the other side's authority? (This information should come from the principal, not the agent.)

This plan was adapted from negotiationplanner site.

Reference no: EM133206468

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