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2024 Leadership Development Course
Negotiation Planning Template - Lee
Negotiation Planning Template - Lee
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Pdf Summary
The document appears to be a structured negotiation planning guide, designed to help individuals prepare for a negotiation by encouraging thorough preparation and strategic thinking. It includes several key components:<br /><br />1. **Stated Purpose**: The document suggests clearly defining the purpose of the negotiation to focus the discussion and clarify goals.<br /><br />2. **Interests**: Users are advised to list their interests and priorities and compare them with those of the other party to identify potential tradeoffs or concessions.<br /><br />3. **BATNAs (Best Alternative to the Negotiated Agreement)**: It emphasizes the importance of understanding both one's own BATNA and the perceived BATNA of the counterpart. This involves articulating fallback positions clearly in measurable terms, which can guide decision-making during negotiations.<br /><br />4. **Options & Issues**: The guide encourages brainstorming to expand the potential for mutually beneficial agreements. Users are prompted to consider their sources of power, vulnerabilities, possible alliances, and plan their initial offers.<br /><br />5. **Standards**: It urges negotiators to rely on established standards such as equity, fairness, market rates, and industry benchmarks to justify proposals and guide negotiations.<br /><br />6. **Proposals**: It suggests thinking in terms of multi-issue packages and distinguishing between ideal targets, acceptable agreements, and minimum acceptable outcomes.<br /><br />7. **Questions**: The document encourages the identification of assumptions made in preparation and highlights the importance of posing questions to test these assumptions and fill in gaps in knowledge.<br /><br />The planning document is not merely a checklist but a comprehensive tool promoting strategic analysis, critical thinking, and thorough preparation, aimed at achieving more effective outcomes in negotiations.
Keywords
negotiation planning
strategic thinking
stated purpose
interests
BATNA
options and issues
standards
proposals
critical thinking
effective outcomes
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