ABSTRACT
As the first of the four phases of negotiation, preparation is often overlooked or very poorly done. This chapter gives you the tools to prepare effectively. The Negotek® Preparation Planner is introduced, and an example is worked through to illustrate. Interests are explored, an area most negotiators overlook to their detriment. The planner addresses everything that is needed to make you a more confident, effective negotiator, by examining Issues, Priorities and Positions. Additional considerations for Tradables and BATNA are also explored.
