ABSTRACT
This chapter illustrates the preparation of the compensation simulation, 'Stock-Out', simulation, using the 'Wants' method. A negotiable issue is anything, tangible or intangible, upon which a joint decision has to be made by the negotiators, either consciously or by default. The issues often speak for themselves: a wage negotiation is about wages, a price negotiation is about prices and so on. The buyers will now have to do some work on the background information. Negotiators need to collect and assess the data relevant to their case; if they fail to do this they may find themselves at a disadvantage. Many negotiators have difficulty in assigning any measure of relative importance to what they want. The chapter reviews the information for the PREP Planner, ranking the issues in order of their priority to the buyer. The PREP Planner lays great stress on thinking about the other negotiator's wants in preparation and searching for them throughout face-to-face interactions.
