Negotiation Plan

APPENDIX D:

NEGOTIATION PREPARATION

AND

INTERACTION CHECKLISTS

About These Forms

This section contains the forms and checklists you need to rigorously put the theory into practice. They are as follows:

□ Negotiation Diagnosis Checklist

□ Negotiation Overview Chart

□ Interaction Preparation Plan

□ Negotiation Self-Assessment Sheet

You should begin by using them to undertake the online practice exercises. And you should certainly use them to prepare for any online simulation. In doing so, we recommend you use the forms in this way and in this order:

□ Negotiation Diagnosis Checklist: This form serves as a checklist of the information you should have before an agreement is reached. You should complete it as best you can before the negotiation commences and then fill in the blanks or amend entries as the negotiation progresses. Any blanks in the form represent crucial information you should obtain as part of the negotiation before an agreement is reached.

□ Negotiation Power Overview Chart: This form is a diagrammatic overview of the negotiation. When you have completed the negotiation diagnosis you should be able to prepare a Negotiation Overview for each side of the negotiation. You use this to review your diagnosis and determine what if any changes you need to make to the negotiation or your approach.

□ Interaction Preparation Plan: This form serves as a checklist of the information you need to prepare for any interaction in a negotiation. You should complete the second form before each and every interaction. Any blanks potentially represent crucial preparation steps that would have improved the outcome of the interaction had they been undertaken.

□ Negotiation Self-Assessment Sheet: This form serves as a checklist for reviewing your negotiation performance. You should complete it after each negotiation for maximum learning outcomes.

NEGOTIATION DIAGNOSIS CHECKLIST

ACTION CONCEPT ANALYSIS

Ours Theirs

NEEDS AND THEIR RELATIONSHIP Shared

  Complementary

  Competing

 

Unknown Relationship

□ □

CONTROLLING IDEA

NOBLE PURPOSE

GUIDING PHILOSOPHY □ A Game to be won

□ A Decision to be made

□ A Problem to be solved

□ A War to be fought □ A Game to be won

□ A Decision to be made

□ A Problem to be solved

□ A War to be fought

TARGET AGREEMENTS

Aspiration

Acceptable

Walk Away

SET BUDGETS

Time

Money

Emotion

DIAGNOSE ALTERANTIVES

Unilateral

Interactive

Third Party

RULES OF ENGAGEMENT

Representatives Identity Roles Identity Roles

Venue/Medium

Timing (When and how long)

Issues and Standards Issue Standards Issue Standards

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Behavioural Guidelines □ □ □ □ □ □

NEGOTIATION POWER OVERVIEW CHART

INTERACTION PREPARATION PLAN

ACTION CONCEPT ANALYSIS

OBJECTIVES Perceptions To Create

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  To Avoid

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 

Information To Obtain

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  To Protect



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 

Decisions We Will Make

  They Will Make

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AGENDA Transparency All On Table or Option To Nibble

Packaging All