1. Situational analysis
    • Short/long term current relationship position
    • Strong/weak competition
    • Market type of negotiation
    • Goals
    • Problems
    • Needs
  2. Planning
    • Try
    • Raise the bar
    • Other side of the table
    • Yields/Shields
    • Assigning value
    • Prepare offers
  3. Agenda
    • Control
    • Location
    • Time & timing
    • Seating
    • Participants
    • Focus
  4. Opening
    • Objective
    • Tone
    • Relationship
    • Needs/Wants/Interests
    • Starting position
    • “Have we been selected?”
  5. Bargaining
    • Yield/Shields
    • “Gives and Gets”
    • Habit & Loop
      • Caucus
      • Evaluate
      • Re-position
      • Tactics
    • Claiming value
    • Tactics
    • Win-Win
  1. Agreement forming
    • Stalled
    • Deadlocked
    • Re-state agreements
    • Tactics
    • Win-Win
  2. Closing
    • Recognize the Close
    • Summarize
    • Next steps – relation
    • Confirm agreements
    • Contracts