# Negotiation Preparation

## Mandate

| Item | Entry |
| --- | --- |
| Issue stated neutrally | |
| Decision deadline | |
| Negotiator authority | |
| Governing, legal, financial, or other approval | |
| People who must be consulted | |

## Interests and evidence

| Party | Position | Underlying interests | Evidence / standard | Question to test |
| --- | --- | --- | --- | --- |
| Cooperative | | | | |
| District | | | | |

## Range and alternatives

| Item | Entry |
| --- | --- |
| Target outcome | |
| Reservation point | |
| Cooperative BATNA | |
| Likely district BATNA | |
| Pause / escalation trigger | |

## Package options

| Package | Scope | Price / allocation | Term | Payment | Staffing | Value to district | Risk to cooperative |
| --- | --- | --- | --- | --- | --- | --- | --- |
| A | | | | | | | |
| B | | | | | | | |
| C | | | | | | | |

## Meeting plan

- Opening purpose:
- Five diagnostic questions:
  1.
  2.
  3.
  4.
  5.
- Objective criteria to bring:
- People and roles:
- How conditional agreements will be recorded:
- How the meeting will close:

## Stakeholder communication

| Stakeholder | Need / concern | Influence | Message | Messenger | Timing |
| --- | --- | --- | --- | --- | --- |
| | | | | | |