Great outcomes start with great planning. Negotiation planning isn’t just about preparation — it’s about setting the stage for value creation, strategic clarity, and better outcomes. Whether you’re negotiating a deal, salary, or partnership, a structured plan gives you a clear advantage.
Negotiation planning guide
A negotiation planning guide helps you clarify goals, identify priorities, and map out tactics before entering the conversation. It outlines what success looks like, what you’re willing to trade, and what your walk-away point is. Without this clarity, negotiators risk getting caught off-guard or agreeing to unfavorable terms.
Negotiation planning document
This document typically includes your objectives, key interests, potential concessions, and BATNA. It may also map out the other party’s likely goals and alternatives. At Hovingh & Partners, we treat this document as a strategic tool to support your ENS preparation process.
How to prepare for a negotiation
- Define your objectives and success criteria
- Research the other party’s needs, constraints, and alternatives
- Clarify your BATNA (Best Alternative to a Negotiated Agreement)
- Anticipate objections and prepare data or arguments
- Plan your tactics: opening, proposals, concessions
ENS methodology and negotiation planning
ENS (Effective Negotiation Strategy) teaches negotiators how to prepare thoroughly and strategically. Planning isn’t just a checklist — it’s a way to gain clarity, protect your interests, and build long-term value. The process includes analyzing interests, preparing structured offers, aligning internal stakeholders, and evaluating power through BATNA.
Pre negotiation plan example
Imagine you’re preparing to renegotiate a service contract. You gather market data on pricing, list your non-negotiables, outline three possible trade-offs, and draft a fallback scenario. You also anticipate the supplier’s likely position and prepare responses to potential objections — all of which go into your planning document.
Learn how to apply negotiation planning in real-life situations — explore our negotiation training.