Planning guide:
1. What are the issues to be negotiated? The issue I will be negotiating is one that I get to work through every day, I need more people for my work section.
2. What are the priorities among the issues in the bargaining mix? The more people that I have that I can get qualified and trained the more productive the work section will be.
3. What are the primary underlying interests? Productivity and not burning my current members out would be my primary underlying interests.
4. What are my limits on each issue—walkaway point and BATNAs? I will not sacrifice any of my people, i.e. if I am asked to give up an uneven number of people in trade or of an uneven skill level.
5. What are my target points and opening requests on these issues? My target point of this negotiation is to acquire ten new people of any skill level and not lose any of my current manning. My opening request will be for twenty new people and I will work down from there.
6. Who are the important constituencies to whom I am accountable? I am accountable to the customer, ie owning unit or air crew and my own leadership whom will be authorizing the manning shift.
7. What do I know about the other negotiator’s interests, negotiating style, and personal reputation? The other negotiator will be the leads of other sections and our production chief, the interest of the other leads will also be to gain manning and not lose manning from their section. The production chief will want to do what is best for the unit within the realm of his power.
8. What overall strategy do I want to pursue? I think overall I will come with a positive, fact based argument that should work in my favor, selling the productivity and how we will be able to train and send out people as we get more.
9. What do I need to assemble—research, documents, charts and graphs, and so on—to make the most effective presentation on what I want to achieve? What tactics will I use to present my arguments or defend against the other negotiator’s arguments? I will use research of historical data to provide a basis for my presentation, I will present this at various key moments throughout the negotiation and make sure I am listening to the others so that I can make an argument that will be best suited for the situation.
10. What Protocol is important for this negotiation: where we negotiate, when we negotiate, who is present for the negotiation, agenda to be followed, note taking? Also, what is our backup plan if this negotiation fails? There is not much protocol that is important, this will probably
