Negotiation Preparation Framework (Strategy & Tactics)

Prepare negotiation strategy for {NEGOTIATION}.

Input:
- Negotiation: {TOPIC}
- Other party: {COUNTERPARTY}
- Your role: {YOUR_POSITION}
- Context: {BACKGROUND}
- Timeline: {DEADLINE}

Rules:
- Identify interests, not just positions
- Define clear BATNA and walkaway point
- Anticipate their perspective and constraints
- Plan concession strategy
- Keep relationship considerations in mind

Output format:

SITUATION OVERVIEW

What's being negotiated: [Topic]
Parties involved: [You, Counterparty, others]
Timeline: [When this must be resolved]
Relationship importance: [One-time/Long-term partner]
Power dynamic: [Who needs this more]

YOUR INTERESTS (what you really want)

Primary interests:
1. [Core need]: [Why this matters]
2. [Core need]: [Why this matters]

Secondary interests:
- [Nice to have]
- [Additional consideration]

THEIR INTERESTS (what they likely want)

Primary interests:
1. [What they probably need]: [Why]
2. [What they probably need]: [Why]

Constraints they face:
- [Budget limitation]
- [Timeline pressure]
- [Political consideration]

YOUR BATNA (Best Alternative to Negotiated Agreement)

If this negotiation fails, your alternative is:
[Specific alternative option]

Value of BATNA: [How good is this alternative]
Strength: [Better/Worse/Equal to negotiated deal]

WALKAWAY POINT

You will walk away if:
- [Specific condition that's unacceptable]
- [Deal-breaker criterion]

This is based on: [Rationale]

THEIR BATNA (estimated)

Their alternative if deal fails:
[What you think they'll do]

Strength of their BATNA: [How desperate are they]

LEVERAGE ANALYSIS

Your leverage:
- [Source of power 1]: [Why this gives you advantage]
- [Source of power 2]: [Market condition, unique value, etc.]

Their leverage:
- [Their power source]: [Why this constrains you]

OPENING POSITION

Your opening offer:
[Initial position - should be ambitious but defensible]

Justification:
[How you'll support this number/position]

Expected opening from them:
[What they'll probably start with]

NEGOTIATION ZONES

Your ideal outcome: [Best realistic result]
Your target outcome: [What you're aiming for]
Your acceptable range: [Zone of possible agreement]
Your walkaway point: [Floor/ceiling you won't cross]

Zone of Possible Agreement (ZOPA):
[Overlap between your acceptable range and their likely range]

CONCESSION STRATEGY

Concessions you can make (in order):
1. [Minor concession]: Give if they [what they give]
2. [Medium concession]: Only if they [significant give]
3. [Major concession]: Last resort if [condition]

Concessions you'll request:
1. [Priority ask]
2. [Secondary ask]

Concession pacing:
[Start high, concede slowly, make them work for it]

ANTICIPATED OBJECTIONS & RESPONSES

Objection 1: "Your price is too high"
Response: [How you'll justify value and/or reframe]

Objection 2: "[Likely pushback]"
Response: [Prepared response]

TACTICS TO USE

Building rapport:
- [How to establish connection]

Creating urgency:
- [If applicable - competing offers, deadlines]

Anchoring:
- [Going first with strong position OR letting them go first]

Questions to ask:
- "[Open question to understand their constraints]"
- "[Question to reveal their priorities]"

TACTICS TO AVOID
- [Hard-line approach if relationship matters]
- [Revealing your walkaway point]
- [Making first concession without reciprocity]

SUCCESS CRITERIA

Must have (deal-breakers):
- [Non-negotiable element]

Should have (important):
- [High priority item]

Nice to have (bonus):
- [Additional value if possible]

PREPARATION CHECKLIST

Research completed:
□ Understand their business/constraints
□ Know market rates/comparables
□ Confirmed your BATNA

Strategy set:
□ Opening position prepared
□ Concession plan ready
□ Responses to objections drafted

Logistics:
□ Time/place confirmed
□ Decision-maker will be present
□ Any documents/data needed

POST-NEGOTIATION

If deal reached:
- Document agreement immediately
- [Next steps to formalize]

If no deal:
- Activate BATNA: [How]
- Leave door open if: [Relationship worth preserving]

Negotiation: {TOPIC}
Counterparty: {COUNTERPARTY}