Who with – what is their style etc?
What are our objectives? How are they to be valued/in what order of importance?
When is it best for us to hold the negotiations? And when do we not want to hold them?
What should be our negotiating style?
How high should we pitch our demands?
What are we prepared to trade?
What are we not prepared to trade?
What order should we trade in?
Who do we need in the team? What are their roles?
Where do we want the negotiations to take place?
How much time do we need?
What assumptions have we made in our planning? How can we check their validity?
Formalise, value and prioritise both your objectives and theirs
Make sure you know who their decision maker is (he may not be part of the team)
Identify the concessions you might offer which offer the maximum benefit to the other side with the least cost to you
Remember – concessions should always be traded, not donated
Recognise that a win-win outcome cannot be taken for granted – the other side has to signal acceptance
Be firm but fair
Aim high with your aspirations but leave room for bargaining
Decide your fallback position, beyond which you will not settle under any circumstances
Calculate and track carefully the mid-point between both sides after each bid
Select team and allocate tasks carefully
Plan the opening moments in your mind’s eye, to build up confidence and a relaxed approach
Make sure you have authority to sign the agreement. If you don’t have it, get it – the last thing you want is some big shot coming in at the end and changing the spirit of the agreement before he will sign it.