1. Three-level preparation:
(a) You (self-preparation)
(b) Internal (your team)
(c) External (you, your team, and your negotiation partner)
2. Objective—what do you want to achieve?
3. Target—measurable result -> define maximum and minimum
4. Information gathering and profiling of your partner (+ verification of accuracy)
5. Choice of strategy:
(a) Competition
(b) Compromise
(c) Avoidance
(d) Accommodation
(e) Collaboration
(f) Hybrid
6. Team management—distribution of roles within the team
7. Stage setting: room design, virtual space design
8. Agenda design and presentation:
(a) Welcome to the negotiation
(b) Items on the agenda
(c) Common action plan
(d) Timeframe
9. Opening offer (ZOPA, anchoring)
10. Demands (hierarchy ...
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