A negotiation strategy, in our experience, always has the following components:

  • Objectives (of both parties), ideal outcomes and the objective criteria that will be used to judge if the agreement is workable for both parties.
  • The process that will be used and milestones.
  • Scope of the negotiation, i.e. what variables are in, what’s out and what’s tradeable.
  • USPs for both sides and their BATNAs.
  • A way of capturing the issues that need to be resolved in order to reach an agreement.