1. Understanding the issues – that is, what is to be negotiated.
2. Assembling the issues and defining the bargaining mix:
a. Which issues are most important and which issues are less important?
b. Which issues are linked to other issues, and which are separated or unconnected?
3. Defining the interests:
a. What are the other’s primary underlying interests?
4. Defining limits:
a. What is my walkaway point on each issue – that is, what is a minimally acceptable settlement for each issue or the issues as a package?
b. If negotiation fails, what is my best alternative to a negotiated agreement (BATNA)?
5. Defining targets and openings:
a. What will be my preferred settlement in each issue?
b. What will be my opening request for each issue?
c. Where am I willing to trade off issues against each other in the bargaining mix?
6. Constituencies:
a. To whom is the other accountable for the solution – that is, to whom does s/he report or have to explain or defend the outcome?
b. Does this party also have to be involved in issue definition and goal setting?
7. Opposite negotiators:
a. Who is the other party (or parties) in the negotiation?
b. What information do I have about them?
c. What issues will they have?
d. What priorities are they likely to have for their issues?
e. What are their interests?
f. What has been my past relationship with them?
g.What future relationship do I need to have, or would I like to have with them?
h. What is their reputation and style, and how should I take this into consideration?
8. Select a strategy:
a. What overall negotiation and strategy do I want to select?
b. How important are the outcome and the relationship with the other for me?
c. What strategy do I expect the other will be selecting?
9. Planning the issue presentation and defence:
a. What research do I need to do on