Negotiation Checklist
A systematic way to ensure you are well-prepared before your next negotiation.
Instructions for use: If using this checklist online, replace the checkbox with an X.

A. About You
□ 1. What is your overall goal?
□ 2. What are the issues?
□ 3. How important is each issue to you? □ (a) List all of the issues of importance from step 2. □ (b) Rank order all of the issues. □ (c) Assign points to all the issues (assign weighted values based on a total of 100 points). □ (d) List the range of possible settlements for each issue. Your assessments of realistic, low, and high expectations should be grounded in industry norms and your best-case expectations. □ (e) Assign points to the possible outcomes that you identified for each issue. □ (f) Double-check the accuracy of your scoring system. □ (g) Use the scoring system to evaluate any offer that is on the table.
□ 4. What is your “best alternative to negotiated agreement” (BATNA)?
□ 5. What is your resistance point (e.g., the worst agreement you are willing to accept before ending negotiations)? If your BATNA is vague, consider identifying the minimum terms you can possibly accept and beyond which you must recess to gather more information.
B. About the Other Side
□ 1. How important is each issue to them (plus any new issues they added)?
□ 2. What is their best alternative to negotiated agreement?
□ 3. What is their resistance point?
□ 4. Based on questions B.1, B.2, and B.3, what is your target?
C. The Situation
□ 1. What deadlines exist? Who is more impatient?
□ 2. What fairness norms or reference points apply?
□ 3. What topics or questions do you want to avoid? How will you respond if they ask anyway?
D. The Relationship between the Parties
□ 1. Will negotiations be repetitive? If so, what are the future consequences of each strategy, tactic, or action you are