MGMT 3721 Negotiation Skills 2017s1 Assessment Form - Plan 3 “The big picture” (See Planning Guides for Plans 1 to 3) WORKSHEET 1 2 Complex interactions within your own side (You, Team, Constituent/s) 3 4 5 Documentation of worksheet 6 EXPLANATION How did interests of you, your team, your constituent/s influence... 7 8 9 10 Anticipating the plan of the other side 11 12 13 Technical basics As required for Plan 1 Consistency As required for Plan 2 Motivation conflicts You noted interests, goals, objectives identified and conflicts/harmonies Core Structure and Execution You stated how competing interests of your side were satisfied by the Bargaining Mix Strategy and tactics BATNA Planning points Concessions Leverages the scenario You stay within scenario You uses the Proposed Budget to further interests of own side Usable by someone else / layout Professional writing / expression … your evaluation of your BATNA? ...your planning points? ...your approach to proposed budget? … your choice of strategy and tactics? Explains how expected interests of the other side (team and constituent/s) influenced expectations of their BATNA Planning points and concessions Strategy and tactics Explains how YOUR framing used other side’s interests to achieve OWN interests Documentation of Explanation Easy to use, thoughtful, informative Professional writing / expression Referencing connects key decisions to negotiation theory Application of Planning Guide 3 ... Ignored or absent 0 Does NOT do the job 1 Barely does the job 2 Does the job well 3 Does the job very well 4 Excellent 5