Planning & Reflection Document

Last Name: ____________________ First Name:______________________

Negotiation: ____________________ Role: __________________________

What issues are most important to you? (list in order of importance)

1.
2.
3.
4.
5.

What is your BATNA?

What is your Resistance Point?

What is your Target Point?

What is your Starting Point?

What are your sources of power or leverage?

What issues are most important to your counterpart? (list in order of importance)

1.
2.
3.
4.
5.

What is your counterpart’s BATNA? Resistance Point? Target Point?

What are your counterpart’s sources of power or leverage?

1
What is your opening move / first strategy?

What are the important questions to ask?

Other important information / considerations

Please reflect on your last negotiation exercise. What things did you do well, and what things
would you like to change for the upcoming exercise?