Negotiating Planning Sheet with Guidelines

This is a guide for your use provided by the Sourcing Industry Group. Use this document for planning negotiations. This resource includes a section for describing the initiative, guidelines for building your negotiation plan, and a template to build your negotiation plan. It includes sections for MDO (Most Desired Outcome), Goal, LAA (Least Acceptable Agreement), BATNA (Best Alternative to a Negotiated Agreement), Interests, Known Facts, Assumptions, Don’t Knows, Probes, Must Haves, Trades, Options for mutual gain, Stakeholders and their interests, Independent standards & Objective criteria, Objections, SWOT Analysis, Roadblock Assessment and Leverage Assessment.

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