Useful Implementation Tools

This appendix contains several worksheets that can help you as you prepare for and engage in negotiations. You can find these and other tools online at the Harvard Business Essentials Web site:

  1. Preparing for a Negotiation. Use this worksheet to track the outcomes of each step in preparing for a negotiation. (Circle “yes” after all items within a category are completed.)
  2. Identifying Your BATNA. Complete this worksheet to identify your BATNA (best alternative to a negotiated agreement) and find ways to improve it.
  3. Setting Your Reservation Price. This is your “walk away” price. Use this worksheet to examine the variables that can determine your reservation price.
  4. Assessing ...

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