Tools for Negotiating Outcomes
NEGOTIATING OUTCOMES
Determining Your Reservation Price
| Use this worksheet to examine the variables that can determine your reservation price. | |
| 1. | Explore the variables that affect your reservation, or “walk-away,” position. |
| What is the value to you of the deal on the table? | |
| How does this compare to the value of your BATNA? | |
| What other values need to be considered? | |
| If there is a dollar number involved in the negotiation, what is the lowest amount that you would consider? | |
| What are the minimum nondollar terms that you would consider? | |
| 2. | Evaluate the trade-offs between your issues and interests. |
| Which issues or terms do you care most about? | |
| Are any of these issues or terms linked? (That is, does more or ... | |
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