Appendix E. Pre-negotiation checklist
Why are we negotiating?
Who with – what is their style etc?
What are our objectives? How are they to be valued/in what order of importance?
When is it best for us to hold the negotiations? And when do we not want to hold them?
What should be our negotiating style?
How high should we pitch our demands?
What are we prepared to trade?
What are we not prepared to trade?
What order should we trade in?
Who do we need in the team? What are their roles?
Where do we want the negotiations to take place?
How much time do we need?
What assumptions have we made in our planning? How can we check their validity?
Formalise, value and prioritise both your objectives and theirs
Make sure you know who their decision maker is (he may not be ...
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