SCM340 IP

Purpose of Negotiation

(Price, Commission, Price Improvement, etc.)

Desired outcome

(identify your organizations goals and objectives)

Pertinent information

(What facts do I have for both parties that support my proposal?)

Interests/desires/motivations

(What are my party’s motivations? What are the other party’s motivations? What do I anticipate the other party will object to?)

Sources of Power

(What is my power? What is the other party’s power?)

Walk-Away Alternative

(If we can’t come to agreement, what then?)

Ethical Considerations

(What are the ethical pitfalls or morally ambiguous issues)

Negotiation Team

(Roles & Responsibilities)

Recommended Negotiation Strategy

(identify your preferred Negotiation Strategy)