Negotation

|Harvard ManageMentor — NEGOTIATING TOOLS |

|Preparing for a Negotiation |

|Use this worksheet as a checklist and to track the outcomes of each step in preparing for a negotiation. (Circle “yes” after all items within a category are |

|completed.) |

|Have you ...thought through what would be a good outcome? |Yes |

|What do you hope to accomplish through the negotiation? My Negotiation dealings are with a future nuts and bolt supplier. Throughout this negotiation I’m hoping to|

|establish a long term relationship with reliable service and a flexible/low cost price structure. |

|What would the best result look like? The best result would include all of the factors listed above. A long term relationship, reliable service (understanding our |

|needs and services), a better pricing level compared to other vendors. |

| |

|What outcomes would not be palatable? Long delivery dates and an insufficient supply of goods. |

|...