This document outlines a negotiation preparation plan, including key analysis points for both financial and non-financial considerations. It identifies current proposals and concessions from both parties, as well as a walk away price, best alternative to a negotiated agreement, negotiation team roles, and potential negotiation concerns and countermeasures. The plan provides a framework to analyze negotiation issues, establish targets, and strategize counteroffers and fallback positions ahead of discussions.

1. 1
SPT. Negotiation Preparation Plan
Simple Procurement Training: Negotiation Preparation Worksheet
KAP (Key Analysis Points) FINANCIAL NON FINANCIAL
1 1
2 2
3 3
NEGOTIATION TARGET FINANCIAL NEGOTIATION TARGET NON FINANCIAL
1 1
2 2
3 3
WAP (Walk Away Price): WAP (Walk Terms/ Conditions/ Quality etc):
CURRENT PROPOSALS OWNER
1 1
2 2
3 3
BATNA (Best Alternative to Negotiated Agreement) IMPLICATIONS
1 1
2 2
CURRENT CONCESSIONS PARTY
1
2
3
NEGOTIATION TEAM
Facilitator:
Chair:
Lead Negotiator:
2nd Negotiator:
NEGOTIATION CONCERNS COUNTER MEASURE
1 1
2 2
3 3