How can I improve my BATNA? (By improving your BATNA, you increase
your power)
How can I weaken the other side's BATNA? (By weaking the other side's BATNA, you increase your power)
a. Is this issue TRADABLE (because it is of low importance to you) or NONTRADABLE (because the issue is important to you)
b. If this non-tradable, why is the issue important to you?
d. Whether the other side will think the issue is TRADABLE or NON-TRADABLE?
Issue #2
a. Is this issue TRADABLE (because it is of low importance to you) or NONTRADABLE (because the issue is important to you)
b. If this non-tradable, why is the issue important to you?
d. Whether the other side will think the issue is TRADABLE or NON-TRADABLE?
Issue #3
a. Is this issue TRADABLE (because it is of low importance to you) or NONTRADABLE (because the issue is important to you)
d. Whether the other side will think the issue is TRADABLE or NON-TRADABLE?
Issue #4
a. Is this issue TRADABLE (because it is of low importance to you) or NONTRADABLE (because the issue is important to you)
b. If this non-tradable, why is the issue important to you?
d. Whether the other side will think the issue is TRADABLE or NON-TRADABLE?
Do I have a personal or long-term relationship with the other side? If so, how might his affect my and the other side's stance on the
issues? If not, how can I build a relationship with the other side?
What are possible ways to create value for both side (for example trading issues or meeting by interests)? List questions you may want
to ask the other side when exploring possibilities?
Should I be the first to state a price? (Consider anchoring the other side to
your offer by giving the first price when you are fairly confident about the
value. If you are not confident about the value, asking the other side to make
the offer is one way to determine the value but avoid becoming anchored to
the other side's number)