Prepare
In the course of solicitation and source selection, learn what you can of the other party. Brainstorm their viewpoints and perspectives. Determine who can make commitments for the other party, and always negotiate directly with these decision makers (or with people who are empowered by them).
Document negotiation objectives that are important to you. Identify your most important interests, such as completing the statement of work (SOW), cost, or other priorities. Define the worst negation result (such as the highest price or longest schedule) that you can accept. Use your “Best Alternative to a Negotiated Agreement” (BATNA) to define this limit. Be prepared to walk away from a negotiation that fails to meet your preset limits.
Develop ...
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