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Negotiation Strategy Planning Template

Purpose of Negotiation

(Price, Commission, Price Improvement, etc.)

❖ To initially gain certainty of the goods being supplied,

their quantity, time of delivery and consequences of failing

to meet those requirements.

❖ To obtain clarity between both parties before getting into a

contract, to fall for the best deal (Dudek & Stadtler, 2005).

❖ To get to an agreement on other contemporary issues in

business such as value for money, extra benefits, and the

whole package.

❖ As a way of resolving conflicts between a supplier and the

buyer.

❖ In case there is a chance to improve the supplying offer, long

after the tender gets issued.

Desired outcome

(identify your organizations goals and objectives)

❖ Helps to maintain focus in negotiating, according to a

company’s most favorable deal that will ensure continued

growth.

❖ Enables the buyer to have a firm stand to avoid intimidations

through complicated terms of business offered by the

supplier.

❖ Enables the buyer to obtain a product of the right quality and

standard from the supplier, which will maximize sales and

eventually enormous profits (Dudek & Stadtler, 2005).

❖ Ensures the buyer bargains to the accepted limits of the

company. The company's pricing limit will ensure it does not

make losses while obtaining a particular supply.

❖ They help the buyer to negotiate within the capabilities of the

company.

Pertinent information

(What facts do I have for both parties that support my

proposal?)

✓ Less hostile despite heated discussions. Consequently, such

a relationship helps both sides to reach a consensus quickly

for mutual benefits.

✓ Focus on business to build a mutual trust in the talk

✓ Gives each party an opportunity to study their opponent and

critically examine their credibility and behavior in business.

The importance of this is to first pose as a friend before

starting the negotiations

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Negotiation Strategy Planning Template

Interests/desires/motivations

(What are my party’s motivations? What are the other party’s

motivations? What do I anticipate the other party will object

to?)

✓ Goal achievement and business growth

✓ Risk sharing in case of an economic recession period

✓ Enjoyment of other party’s’ strengths and business

dominance

✓ Grasping a wide scope of market scale

Sources of Power

(What is my power? What is the other party’s power?)

❖ Personal power

It gets a definition as the individual qualities and characteristics in a

particular party.

The unique features may include:

Rational persuasion

Expert Power

Referent Power

❖ Position power

It has a definition of power acquired due to a party's position on the

negotiation table.

The side that proves to be the most robust ends up gaining a more

dominant position in the negotiation process.

Walk-Away Alternative

(If we can’t come to agreement, what then?)

❖ If the parties fail to agree, they apply the walk-away

alternative to utilize the other options they have in store.

❖ One of the most regular options is the alternative which is

best in an agreement that has been negotiated.

❖ This is used as the alternate option when negotiations do not

seem to yield any fair common grounds

Ethical Considerations

(What are the ethical pitfalls or morally ambiguous issues)

1. Deceptive tactics in negotiation

❖ Too good to be true offers: Negotiations often involve

two or more parties. Some parties may be strangers

only brought together by different interests. Some

deals may propose offers that are too good to be true.

❖ It is easy for one to get into a trap by accepting these

proposals. Remember when the deal is too good, then

one ought to think twice. These offers may not last

long or even may have been put forward to trick you

into the deal

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Negotiation Strategy Planning Template Purpose of Negotiation (Price, Commission, Price Improvement, etc.) ❖ To initially gain certainty of the goods being supplied, their quantity, time of delivery and consequences of failing to meet those requirements. ❖ To obtain clarity between both parties before getting into a contract, to fall for the best deal (Dudek & Stadtler, 2005). ❖ To get to an agreement on other contemporary issues in business such as value for money, extra benefits, and the whole package. ❖ As a way of resolving conflicts between a supplier and the buyer. ❖ In case there is a chance to improve the supplying offer, long after the tender gets issued. Desired outcome (identify your organizations goals and objectives) ❖ Helps to maintain focus in negotiating, according to a company’s most favorable deal that will ensure continued growth. ❖ Enables the buyer to have a firm stand to avoid intimidations through complicated terms of business offered by the supplier. ❖ Enables the buyer to obtain a product of the right quality and standard from the supplier, which will maximize sales and eventually enormous profits (Dudek & Stadtler, 2005). ❖ Ensures the ...
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