Attachment 17. NEGOTIATION CHECKLIST
Before entering any negotiation, you should outline your needs and wants and then seriously consider the list. Ensure that needs are indeed needs and wants are indeed wants and that they are not intermixed. Wants and needs include all items except price.
The next element to define is the price you are willing to pay or be paid (depending on which side of the table you are sitting on). Usually, this price is not necessarily a single number but a range of numbers. Because of the complexity of most negotiations, you need to outline what this number or range of numbers represents. This is your basic ''Negotiation Envelope.'' In other words, if you get the scope you want or need within the price you are willing ...
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