CHECKLIST: Negotiating Objectives
� What are our objectives? What outcomes do we want?
� Are our objectives specific, timed, and measurable?
� Do we have a fall-back position?
� If we were in their shoes, what would our position be? Do we
know their objectives? If not, how can we find out?
� What demands are they likely to make? What concessions are we
likely to have to give?
� Do they know our objectives? Our fall-back position?
� How much room for manoeuvre is there between our two
positions?
� How strongly are we committed to our objectives as a negotiating
team?
� As representatives, how strongly are our constituents behind us?
� What is the best outcome we can realistically hope for? The worst
we would be prepared to settle for?
