Name:
PLANNING DOCUMENT FORM
Negotiation: Role:
What issues are most important to you? (list in order of importance)
1. 2. 3. 4. 5.
What is your BATNA? Reservation Price? Target?
What are your sources of power?
What issues are most important to your opponent? (list in order of importance)
1. 2. 3. 4. 5.
What is your opponent’s BATNA? Reservation Price? Target?
What are your opponent’s sources of power?
What is your opening move/first strategy? Other important information?
Name:
PLANNING DOCUMENT FORM
Negotiation: Role:
SELF OTHER
Interests
BATNA
Reservation Price
Target/Goals
Sources of Power
Weaknesses
Opening Move / Other information:
Name:
PLANNING DOCUMENT FORM
Negotiation: Role:
Issue
Self
Other
BATNA
Reservation Price
Notes for the completing this document:
1. Make a row for every issue and a column for every party whose interests should be represented at the table.
2. Indicate the party’s position on the issue in the top triangle; the party’s interest in the bottom triangle, and the issue’s priority in the box.
3. Note each party’s BATNA and, at least, your own reservation price.