This checklist outlines steps for effectively preparing for a negotiation, including identifying your objectives, interests and alternatives; researching the other side's potential interests and alternatives; understanding all issues being negotiated like price, delivery dates, and warranties; creating a scoring system to evaluate trade-offs; considering industry norms and precedents; addressing assumptions and information needs; brainstorming value-creating options; formulating an opening strategy; determining aspiration and walk-away points; and practicing through role-playing to explore interests, strategies, and prepare emotionally.

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Negotiation Preparation Checklist
o Your objective
o Your multiple interests
o All issues in consideration (e.g., price, delivery date, warranty, etc.)
o Create a scoring system for all issues in order to consider various packages with multiple
issue trade-offs
o Your BATNA
o Other side: preliminary thoughts about their interests and BATNA
o Norms, standards, or criteria that might be relevant in this negotiation (e.g., market rates,
precedents, specifications)
o What assumptions are you making? What information should you try to find out
• During preparation
• During negotiation
o Research
o Brainstorm possible value-creating options
o Formulate strategy (e.g., opening offers, coalitions, strengthen your BATNA, how will you
convey your perspective …)
• What is your aspiration?
• What is your walk-away point?
o Role – play
• to explore their interests
• to try out negotiation strategies
• to prepare emotionally