Library / The Executive Negotiator
FM-4 - BATNA, ZOPA, Offer, and Concession Planner
| Variable | Entry |
|---|---|
| My preferred outcome / aspiration | |
| My BATNA and verified value | |
| My reservation value / walk-away term | |
| Their likely BATNA and reservation value | |
| Possible ZOPA | |
| Objective criteria/standards | |
| Issues beyond price | |
| Possible packages or contingent terms | |
| Concession plan and required exchange | |
| Authority to approve |