Negotiation Preparation Checklist

Negotiation Preparation Checklist

1. What is your overall goal?

To obtain the support and resources I need in order to further develop an anti-fouling paint for Seatech.

1. What are the issues?

• Time: I would like to work on this project full-time in order to have a prototype of the anti-fouling paint within six months.
• Funding: Seatech’s policy of starting new projects with a minimum of the “Entrepreneurial Grant” of 20,000. However, this project could need as much as $95,000 over the perios of six months.
• Hiring and Training: I would like to hire Sara Jackson as a junior engineer to take the burden off of my coworkers in the material development department. I would like to spend 25% of my time training her and getting her up to speed.
• Staffing: Certain testing aspects calls for at least one lab assistant. However, I would like four lab assistants and two junior engineers. Without the extra staffing, it could delay the time limit for the project.
• Lab Access: I need access to the new laboratory in order to complete testing for chemical and materials. I would need ten days in the lab, but would like to secure 15 days if at all possible.

1. Comparatively, how important is each issue to you?

Time and Funding is very important, if I do not achieve this goal then the project will not happen. I am flexible with the remaining issues, and can make concessions if necessary.

1. What is your BATNA?  

If an impasse happens due to my standpoint, the value is worth 75% of obtaining all resources necessary in completing the project

1. What is your resistance point?  

There is multiple resistance point that relate to the corresponding issues:

Time: In order to get this project up and running I need to be committed full time. If I cannot get Tracy to agree to relieve me of my present duties, then I can not continue with the paint project. Therefore, my resistance point for this issue is full time (75%)- 30 points.

Funding: bare minimum I need 20,000 dollars in order to start the project. My resistance point is 50,000 dollars.

Hiring and Training: I would like to hire Sara to help in the Material department in my absence. I would like to train her 25% of my time. However, my resistance point would be 10% of my time.

Staff: The least I need is one lab assistant, however this will hinder the time line of the project, therefore my resistance point is two lab assistance.

Lab Access: I would like to have 10 days in the lab, 15 would be better, my resistance point is 9 days in the lab. 4 points

1. What is their BATNA? (and do they perceive the BATNAs the same as you?)  

To fund another project.

1. What is your target?

My target is anything above 75 points that combines all resources.

1. What is their resistance point, if they set one at all?  

There is no information regarding the amount of funding R&D has available. I am unable to tell their resistance point.

1. Comparatively, how important is each issue (plus any new issues they added) to them?  

Seatech has been trying to improve the anti fouling hulls. Currently, they have a department are conducting R&D to improve the anti-fouling fiberglass. So funding a paint project to have the same properties as a project they already have is not important.