Rethink the Future
Negotiation Worksheet
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NEGOTIATION EXERCISE
Next time you have a big negotiation do the prep work you need to be successful. Use the Negotiation
Game Plan Worksheet to organize your thoughts.
Start with stating the negotiating partner and negotiating topic. Then start listing and rank ordering your
needs and interests. Then fill out what you think your partner’s needs and interests are.
Move on to identifying and ranking the desired scope of the negotiation for you, but also your partner.
Then, go over the most important terms you want and then also think through your thoughts for your
partners most desired terms.
Next, think through your target and walk away price ranges. And, codify what your BATNA (Best
Alternative to a Negotiated Agreement).
Once you do this, then tackle some of the tactics in the negotiation, including what your communication
and relationship development strategies are.
Thinking through your game plan will set you up for a higher probability of success in your negotiation.
NEGOTIATION GAME PLAN WORKSHEET (CLICK TO OPEN EXCEL SPREADSHEET)
NEGOTIATION GAME PLAN WORKSHEET
Negotiating Partner
Date
Negotiating Topic
Needs & Interests Rank Order Description
1
2
3
4
Desired Scope
1
2
3
Desired Terms
1
2
3
4
5
Price Range Target
Max
BATNA
Communication
Strategy
Relationship Strategy
Negotiating Partner Insight