A simple preparation tool: map your interests, your BATNA, your options, your objective criteria, and your concession plan before the table — useful for a steward drafting proposals and an HR lead preparing management's side alike.
When to use it
Before every bargaining session or major grievance meeting.
How to use it
1Our interests — and theirs.
2Our BATNA and their BATNA.
3Options we can propose.
4Objective criteria we'll cite.
5Our concession ladder — what we trade, and in what order.
6Our opening and our walk-away.
Takeaway
Most negotiations are won or lost in preparation, not at the table.