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    Negotiation Prep Worksheet RES

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    Alma Rosa

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    © All Rights Reserved
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    Negotiation Prep Worksheet RES

    Uploaded by

    Alma Rosa
    27 views7 pages

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    Negotiation+Prep+Worksheet+RES

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    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    27 views7 pages

    Negotiation Prep Worksheet RES

    Uploaded by

    Alma Rosa

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 7

     

    NEGOTIATION PREP WORKSHEET

    DECIDE WHAT YOU WANT

    ❏ What’s your ideal job?


    ❏ When were you happiest in your work or at home? How are things
    different now?
    ❏ Is there something that you love but have stopped doing?
    ❏ Whom do you admire or envy? Why?
    ❏ Are you good at something that you never get to do?
    ❏ What drives you crazy or could be better?
    ❏ What will you regret if you never do?
    ❏ What do you need to feel happy? Are any of these missing from your
    life?
    o Stimulating, challenging work
    o Likable colleagues
    o Feeling that you’re part of a team
    o Power and responsibility
    o Autonomy
    o Flexibility
    o Clear evidence that your work is respected
    o Freedom to be creative
    o Feeling that you’re making a contribution/doing something
    o worthwhile
    o Potential for widespread recognition
    o Opportunities to learn new things
    o Rewarding friendships
    o A stable, happy private life

    ❏ Who are your role models?


    ❏ What would you want if you were certain you could get it?

    © She Negotiates 2015 | www.shenegotiates.com


     
     

    Short-term goals

    ❏ Personal
    ❏ Financial
    ❏ Health
    ❏ Hobbies
    ❏ Self Improvement
    ❏ Material
    ❏ Philanthropic
    ❏ Political
    ❏ Just fun

    Long-term goals

    ❏ Personal
    ❏ Financial
    ❏ Health
    ❏ Hobbies
    ❏ Self Improvement
    ❏ Material
    ❏ Philanthropic
    ❏ Political
    ❏ Just fun

    Factor in fairness

    ❏ Are you being paid what you’re worth?


    ❏ Have you been promoted to the level you deserve?
    ❏ Does your title describe your level of responsibility and authority?
    ❏ Are you progressing in your career at a brisk pace?
    ❏ Are you being given assignments that use all your talents?
    ❏ Are you doing work commensurate with your abilities?
    ❏ Do you feel recognized for the full scope of your contribution?
    ❏ Are you doing more than your share of the household chores?

    © She Negotiates 2015 | www.shenegotiates.com 2  


     

    DO YOUR HOMEWORK

    Size up the situation you’re dealing with

    ❏ Number of issues.
    ❏ Number of parties.
    ❏ Nature of your relationship.
    ❏ Will the contract be binding?
    ❏ Costs and benefits of delay.
    ❏ Is there “linkage”? (Will the outcome affect negotiations with others?) If
    so, who will be affected and how?
    ❏ Will the process and/or outcome be public or private?
    ❏ Behavioral norms for negotiation in this situation.
    ❏ Are there precedents for what you’re asking?

    Identify sources of information you need

    ❏ Websites
    ❏ Trade publications
    ❏ Business press
    ❏ Professional associations
    ❏ Mentors
    ❏ Supervisor or manager
    ❏ Networks
    ❏ Colleagues
    ❏ Friends

    Find out what you can about the other side

    ❏ How well is the organization doing?


    ❏ What are the organization’s short-and long-term plans?
    ❏ What are the other side’s interests
    o Concerns
    o Priorities over the issues
    o Likely target(s)
    o Likely BATNA
    ❏ How do decisions get made?
    o Who has influence over the decision-making process?
    o Relevant policies, procedures, and precedents.
    o Internal political issues that may influence the outcome.
    ❏ What common goals do you share with the other side?
    ❏ Where do your interests conflict with those of the other side?
    ❏ What problems might prevent them from giving you what you want?

    © She Negotiates 2015 | www.shenegotiates.com 3  


     

    ASSESS YOUR BARGAINING POWER


    ❏ Education
    ❏ Training
    ❏ Special skills, unique strengths
    ❏ Work history
    ❏ Depth of knowledge or expertise
    ❏ Years of experience
    ❏ Demonstrated performance excellence
    ❏ Reputation in your field
    ❏ Awards won
    ❏ Important outside contacts
    ❏ Support of a powerful mentor
    ❏ Social or interpersonal skills
    ❏ Leadership or team-building abilities
    ❏ Internal alliances (if you’re employed)
    ❏ Knowledge of the organizations culture, processes, history
    ❏ Flexibility (re: timing, scheduling, etc.)
    ❏ Alternatives (another offer?)
    ❏ Strong BATNA
    ❏ Weak BATNA on other of table
    ❏ Preparation
    ❏ What sets you apart from your peers?
    ❏ Why does the other side need you?

    Boost your bargaining power

    ❏ Improve your credentials.


    ❏ Improve your BATNA (get another offer?).
    ❏ Make yourself indispensable.
    ❏ Think creatively about ways to help your organization:
    o Can you give something up?
    o Can you do something extra?

    © She Negotiates 2015 | www.shenegotiates.com 4  


     

    MAKE STRATEGIC DECISIONS

    Approach

    ❏ Competitive (single-issue negotiation, relationship will not continue).


    ❏ Cooperative (multi-issue negotiation or ones that involves longterm
    relationship).
    ❏ What information will you reveal (and in what order) and what will you
    conceal?

    Mode of communication

    ❏ Face to face
    ❏ Telephone
    ❏ Email
    ❏ Letter

    Timing

    ❏ How much time do you need to prepare?


    ❏ When will your bargaining power be highest?
    ❏ What is the best time for the other side?

    Location

    ❏ Find a location that will be free of distractions.


    ❏ Chose a room setup that promotes cooperative discussion
    ❏ Decide whether aids such as a whiteboard, flip chart, blackboard, or
    projector would be useful.

    Opening

    ❏ Should you make the first offer?


    ❏ How much information do you have about the other side’s reservation
    value?
    ❏ Can you anchor the negotiation and influence the other side’s
    estimates of your reservation value if you go first?
    ❏ How can you punt if the other side wants you to go first and you don’t
    want to?
    ❏ Estimate the number of rounds the negotiation is likely to go.

    © She Negotiates 2015 | www.shenegotiates.com 5  


     

    CHOOSE THE TACTICS

    Offers and concessions

    ❏ Decide on a first offer that anchors the negotiation above your target.
    ❏ Choose counter offers that will position your target halfway between
    each of their offers and yours.
    ❏ Plan to concede less in each round, and to use the amount you
    concede on each round to influence their perception of your
    reservation value.
    ❏ Develop phrases to put the ball back in the other court.
    ❏ Identify a proposal from the other side that’s close enough to your
    target to offer to split the difference.

    Win / Win

    ❏ Ways to initiate the negotiation that convey a cooperative approach.


    ❏ Descriptions of your interests (not positions).
    ❏ Questions that will allow you to identify their basic interests.
    ❏ Information to share that will illustrate your interests and perspective.
    ❏ Identify pairs of issues that you thing you can logroll—lower priority
    items you’d be willing to trade in return for things you want more.
    ❏ Techniques and phrases that you can use to deescalate conflict.
    ❏ Methods for generating creative solutions that address both sides’
    interests.
    ❏ Ways to move the other side away from defending his or her position
    and over to problem solving.
    ❏ Comments, actions or gestures that will build trust and promote the
    alliance.

    Style

    ❏ Mannerisms that will help you present yourself as “relentlessly pleasant.”


    ❏ Nonverbal behavior that will reinforce your cooperative approach.
    ❏ Phrases that suggest a “let’s work together” attitude.
    ❏ Positive ways to frame your argument.

    © She Negotiates 2015 | www.shenegotiates.com 6  


     

    GET READY

    Roleplay

    ❏ Choose a partner.
    ❏ Schedule a time.
    ❏ Find a room.
    ❏ Rehearse and repeat.
    ❏ Figure out what will put you in an upbeat, positive mood
    ❏ beforehand.
    ❏ Choose incentives to reward yourself with after it’s over.

    Stay calm and close the deal

    ❏ Compose constructive responses to roadblocks.


    ❏ Plan strategies to delay or take a break if necessary.
    ❏ Consider ways to get the negotiation back on track if it loses focus or
    veers toward impasse.
    ❏ Imagine ways to prevent yourself from compromising in the heat of the
    moment.
    ❏ Design open-ended questions to slow things down and get the other
    side to clarify its point of view.
    ❏ Develop questions to ask if you don’t understand why they’re resisting
    giving you what you want.
    ❏ Are they worried about how they will justify the agreement to others?
    ❏ Is there not enough in it for them?
    ❏ Are they afraid to set a new precedent that will influence future
    negotiations with others?
    ❏ Is your negotiation a low priority for them?
    ❏ Are they waiting for more information or to see how other issues resolve
    themselves?

    Keep your BATNA in mind and know when to walk away!

    © She Negotiates 2015 | www.shenegotiates.com 7  

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