In Section One of this book, we worked through the planning phase of negotiating. In Section Two, we explored how to execute a negotiation. Now, let’s put it all together into an operational framework. The annotated Planning Guide provided in this chapter gives you an opportunity to apply all the skills from the book to a specific negotiation. Appendix B contains a Planning Guide without the annotation for your reproduction and use in future negotiations.
As you use this guide, keep in mind that you can carefully plan your side, but you may have to speculate about the other side. Good luck!