Complete the attached negotiation preparation document prior to negotiating in

Complete the attached negotiation preparation document prior to negotiating in the zoom session with your counterpart. See the sample integrative negotiation planning document that I have posted on ilearn.

Position: What you ask for?

Interests: Why you are asking for it?

Priority: How important is this issue for you?

BATNA: What is your best alternative to the negotiated outcome?

RP: When will you walk away from the table? What is the least value that you are willing to accept?

Work with the uncertainty–it is unclear what the other party wants in the negotiation. Take your best guess.


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