NEGOTIATION PLANNING DOCUMENT
Role: Texoil Representative (Vice President for Operations)
Based on the role you are playing and the available information… What issues are most important to you? What are your key goals/interests? (list in order of importance, with brief explanations)
What is your BATNA? Reservation Price? Target? Please provide some explanation/justification for your answers.
What do you think are your opponent’s interests in the negotiation? What issues do you think are most important to your opponent? (list in order of importance). This is obviously somewhat speculative but try your best to get into the mind of your opponent. If there are multiple other parties in the negotiation, please briefly answer this for each of the other parties.
What do you think might be your opponent’s BATNA? Reservation Price? Goal-Target? Please provide some explanation/justification for your answers. Again, if there are multiple other parties, do this briefly for each.
What are your sources of power in the negotiation? What are theirs?
What will be your opening moves / first strategies? How do you plan to interact with the other party?
Please describe any additional notes or thoughts you have about the negotiation and/or your strategies (optional).
(NOTE: THIS CHART IS ONLY FOR YOUR QUICK REFERENCE – YOU DO NOT NEED TO FILL IT OUT FOR CREDIT ON THE ASSIGNMENT)
Sources of power
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