Identification of negotiation objectives

Identification of negotiation objectives

1. Preliminary Objectives

   • Before you even sit down at the negotiating table. think through what you want to get from the negotiation process.

2. Bracketing Your Objectives

   • Once you’ve developed your list of objectives, you should review each of them to develop the maximum desired and minimum acceptable levels.

3. Your Negotiating Partner

   • Knowing and understanding the other person or company involved in your negotiation will help you refine your objectives so that both of you reach a favorable outcome.

4. Your Circumstances

   • External circumstances can affect your negotiation process and should be reflected in your development of objectives.

5. BATNA

   • Having a Best Alternative to a Negotiated Agreement,also known by its acronym, BATNA, gives you an out when your objectives cannot reasonably be met.
   • Your BATNA is your Plan B, an acceptable option that allows you to amicably cease negotiations and walk away from the table.