Negotiation Preparation Worksheet

Negotiation Preparation Worksheet 1 –What I want; 2—The reason for my position; 3 –Those on my side who have an interest in my outcome; 4—Negotiating Partner; 5 –How can we objectively evaluate what a good deal is? ; 6—Allowing my partner to save face (look good—or, at least, not look bad) makes a deal more likely to occur. What Do I Want and Why Do I Want These Things? What is my position?1 Representative for Downtown Realty What are my underlying Which are top interests?2 priorities? Keeping the members of the Bullard family happy, then keeping the rest of the shareholders happy, and then making the most profit off of the sale. What Do I ThinkAre My Partner’s Positions & Interests? Jones & Jones main interests would be profitability and then their ability to change the format of the land. What Are My Positions Constituents’3 & Interests? Who are my constituents? What do they want out of this negotiation? Creative Options for Meeting Joint Interests (Brainstorm possible terms that might satisfy joint interests) The constituents are the shareholders of Downtown Realty and the living Bullard family. They want the best deal to sell the Bullard Houses. Since the property should be sold for a large sum of money, this could be worked down with more agreement to meet the demands of the Bullard family and have the ongoing future of the site be more of a group effort between the two parties. What are their underlying interests? Which are top priorities? They are not wanting the legacy of the houses to be tarnished, wanting all of their needs met, wanting the selling to be profitable, and wanting the selling to be as soon as possible. Who Are My Partner’s 4 Constituents? What Are Their Interests? As the representative(s) for their realty company, their constituents would be their company’s management and shareholders. Their interests would be making the most profit out of the sale. BATNA: Best alternative to negotiated agreement Appropriate External Standards 5 If we don’t reach agreement, what else could I do? What standards or customs could be used to say a proposal is fair? There are three other offers that Downtown Realty has for the site and the agreement with Jones & Jones isn’t necessary for a successful conclusion. Offering to accept the offer and celebrate the agreement. What is my BEST alternative? How can I improve it? If they accept the generosity to celebrate after an agreement as a healthy business relationship would grow from it. The offer from Grouse Inc. seems to be my client's BATNA as it meets almost every client's interest, Bullard family and shareholders alike. What is likely to be my partner’s BATNA? As one of the biggest real estate firms in Gotham city, they have many other opportunities for building and making profit. What realistically can make their BATNA seem less attractive? If the representative can be convinced that this agreement is absolutely necessary for their company as they are a staple in the city and purchasing this property would signify how much the history of the city What standards or customs will make the most sense to my partner and his constituents? How Can I Help My Partner Save Face? 6 Offering creative options for meeting joint interests where we can both agree on something that may be a deal that is unconventional. Why is this Deal a Good One for My Partner & His Constituents? The property is a part of Gotham city history which can lead to good press and has a lot of potential for profit through residential and commercial use.