World-Class Negotiation Preparation Tool

Built by Tim Young FCIPS – creating free procurement & negotiation resources.
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Harvard PON-inspired • Comprehensive • Printable PDF output
Thorough preparation = dramatically better outcomes

1. Parties & Context

Your Company / Name: Counterparty Name / Company: Your Team (name • role, one per line): Known Counterparty Team Members:

2. Self-Analysis (Your Perspective) – Harvard Core

Short-term Goals / Desired Outcomes: Long-term Goals / Bigger Picture: Your Strengths / Assets / Values in this Negotiation: Your Weaknesses / Vulnerabilities: Why are they negotiating with YOU specifically? What do you have that they need/want?

3. Counterparty Deep Analysis

Why are THEY negotiating NOW? (timing, pressures, alternatives) Their Estimated Strengths / Leverage: Their Estimated Weaknesses / Constraints: Their Estimated Reservation Point (walk-away line): Their Likely Aspiration / Target:

4. BATNA – Best Alternative to a Negotiated Agreement

Your Current BATNA (describe fully): Actions YOU can take BEFORE negotiation to STRENGTHEN your BATNA: Their Estimated BATNA:

5. ZOPA & Targets

Your Target / Aspiration Point: Your Reservation Point (minimum acceptable): Estimated ZOPA (overlap range):

6. Negotiation Process Design

Who sets/controls the agenda? Proposed sequence of topics: Process preferences (single meeting vs multi-stage, ground rules, who attends): Location / Date / Time / Format: Expected Duration & Breaks:

7. Interests, Options & Value Creation

Your Underlying Interests (not just positions) Estimated Interests of the Other Party: Brainstorm Creative Options / Trade-offs (logrolling):

8. Relationship & Reputation

Desired future relationship with this party: How might this negotiation affect your industry/market reputation?

9. Tactics, Concessions & Risks

Opening strategy (who goes first? planned first offer): Planned Concessions & If-Then Contingencies: Incentives / Value-Adds to Encourage Agreement: Key Risks & Walk-Away Triggers: Mitigation / Contingency Plans:

10. Additional Notes & Prep Reminders

Other Notes, Questions to Ask, Emotional Prep, etc.: