Negotiation Prep Builder

1The deal

What are you negotiating? Who is the other party?

2Your position vs. your interests

Your position is what you say you want. Your interests are why you want it — needs, fears, constraints. Strong negotiators trade on interests, not positions.

Your stated position Your real interests (add at least 2)

Ask yourself "why do I want this?" for each interest. e.g., "Cover my mortgage + save 10%", "No commute so I can do school pickup".

3Your numbers and your BATNA

BATNA = Best Alternative To a Negotiated Agreement — what you do if this deal falls through. Knowing it is what lets you walk away. Your walk-away point is the line below which you'd rather take your BATNA.

Your target (what you're really aiming for) Your walk-away point (below this, you walk) Your BATNA — your best alternative if this fails

4Their side of the table

Step into their shoes. What do they want, what constrains them, and what happens to them if there's no deal?

Their likely position Their likely interests Their best alternative (your best guess) Your leverage — what do they need that only you provide?

5Your concession plan

Never give anything for free — plan small concessions in order, each paired with something you want back. List them in the order you'd play them. Use the arrows to reorder.

6Your opening script

A starting draft is filled in for you — edit it in your own words. Open with interests and curiosity, not demands.