Negotiation Pre-Work

Negotiation Pre-Work Sheet

A checklist of information to run through before beginning a negotiation.

Remember: The better-prepared side usually wins!

What are you negotiating?

When do I need to make a deal by?

What is the preferred method of communication?

Who are they? What do they do? What is their part in the process? What is their goal?

What does a win look like for them?

What are all the factors that should/could be part of the agreement?

What does a win look like for you – relationship, reputation, monetary, control…?

What is the lowest outcome you will accept – anything below this you will walk away?

Best Alternative to Negotiated Agreement, if you walk away what is next?

Questions to get answered, information to disclose, information to not disclose: