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Complete the attached negotiation preparation document prior to negotiating in the zoom session with your counterpart. See the sample integrative negotiation planning document that I have posted on ilearn.

Position: What you ask for?

Interests: Why you are asking for it?

Priority: How important is this issue for you?

BATNA: What is your best alternative to the negotiated outcome?

RP: When will you walk away from the table? What is the least value that you are willing to accept? 

Work with the uncertainty–it is unclear what the other party wants in the negotiation. Take your best guess. 

NEGOTIATION PREPARATION DOCUMENTS FOR SIMULATION 2 & 3

ONLY COMPLETE ONE OF THE ALTERNATIVES BELOW: IF ALTERNATIVE 1 IS VERY CONFUSING FOR YOU OR MAKES YOU UNCOMFORTABLE THEN TRY OUT ALTERNATIVE 2

Alternative 1: Fill out the interests, positions and priorities sheet below:

Issue

Self

Other

Example

Position

Position

Priority

Interests

Priority

Interests











BATNA

Reservation Price

Target

Alternative 2: Answer the questions below:

What are the issues in the negotiation? What are you negotiating about? What are your interests and priorities?

What is your BATNA?

What is your reservation price?

What is your target? How did you decide that this is the appropriate target to set?

What do you consider to be your sources of power/leverage?

What do you consider to be the weakness of your position?

What is your opponent’s BATNA? Reservation price? Target?

What are your opponent’s sources of power and how can you neutralize them?

What are you opponent’s sources of weakness, how can you amplify them?


The Plan:

What is your opening move/initial strategy?

Which specific negotiation skills do you plan to work on during this exercise? List specific actions you will take to build the skills you are focusing on.

PAGE

Copyright © 2014 by Jimena Ramirez-Marin and Jeanne M. Brett

NEGOTIATION PLANNING DOCUMENT

Here is a brief example explaining how you would complete a negotiation preparation
document for integrative negotiations. Integrative negotiations involve multiple issues—
list each of the issues in the negotiation in the first column. Write down your position for
each issue and then explore your interests (or the reasons behind the position). For each
issue write a number to indicate a priority.

I completed a sample negotiation document here. I am representing a large
pharmaceutical company (Company A) who is interested in acquiring a smaller
biotechnology company (Company S) that manufactures and sells a novel therapy for
reducing tumor size in cancer patient using magnetic fields.

Issue Self Other
Example

Position Position
Priority Interests Priority Interests

Acquisition
price

10 billion Company S may want 12 billion as other
options likely exist for them

1. This technology can not
be developed inhouse.
No other company has
explored this
technology.
We can recover the 10
billion in 5 years and
patent for the
technology doesn’t
expire until 2035.
We have been wanting
to expand in this
technology and have the
manufacturing
infrastructure for this
technology.

1. Recent data about technology
efficacy has been very
positive.
Other competitors are likely
to offer them a good deal
They could not sell
immediately and wait for
large scale data to come out,
giving them greater leverage
if they anticipate positive
results.
Top management and board
may be interested in
immediate gain
Founder is 65 and may be
interested in retiring
Recent deals in this space
demonstrate sky high
valuations of new technology
companies.

Employees We only want to keep their
research and development team
(50 employees from current 200

employees).

Company S Wants us to keep all their
employees

2 We have a strong
marketing and sales
team—a set of new

2 The economy is not doing
particularly well and it may
be difficult for employees to

Copyright © 2014 by Jimena Ramirez-Marin and Jeanne M. Brett

people may not fit with
our current culture.
We want to make sure
that no information is
leaked about data and
technology—only
research teams and
R&D top management
is privy to this
information.
We have not marketed a
similar technology
before and the current
marketing team may
have networks that we
have not explored

find jobs.
The company culture prides
itself in taking care of its
employees and has been a
value led organization
Firing the bottom 20 percent
may leave them with legal
problems
They will need to pay huge
severance packages to some
of their older employe

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