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The Issues: What are the key issues that I want agreement on? Rank the issues in order of importance for you. (2mark)
1. ______________________________________________________________________
2. ______________________________________________________________________
3. ______________________________________________________________________
4. ______________________________________________________________________
Issue-By-Issue Planning. For each of my issues, what is my (a) opening point, (b) target point, and (c) resistance point? (2 mark)
ISSUE OPENING POINT TARGET POINT RESISTANCE POINT
1.
2.
3.
4.
My Interests. What I really care about. What are my wants, needs, concerns, hopes and fears. Note: this is not the same as “issues”; you do not have to provide one example of each of the above if it does not apply. (1 mark)
1. ______________________________________________________________________
2. ______________________________________________________________________
3. ______________________________________________________________________
4. ______________________________________________________________________
Their interests. * What I think the other party really cares about. Their wants, needs, concerns, etc. (1 mark)
1. ______________________________________________________________________
2. ______________________________________________________________________
3. ______________________________________________________________________
4. ______________________________________________________________________
* Identify which of their interests are similar (S), different but not conflicting (D), and conflicting (C) by noting this above. (.5 marks)
Options. List possible agreements or bits of an agreement that you might reach to satisfy both parties. Note: This should not just be a list of your target points. (1 mark)
1. ______________________________________________________________________
2. ______________________________________________________________________
3. ______________________________________________________________________
4. ______________________________________________________________________
5. ______________________________________________________________________
My BATNA (walk-away alternative). What can I do if I walk away without an agreement? What is my best alternative (indicate with an *)? (2 mark)
1. ______________________________________________________________________
2. _____________________________________________________________________
Their BATNA. What do I think their BATNA is? (1 mark)
1. _____________________________________________________________________
2. _____________________________________________________________________
Overall strategy. What is the main strategy that I will use for the negotiation? Why? If there is more than one, which strategy will I use for which issues? (2 mark)
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