CHECKLIST: Negotiating Objectives What are our objectives? What outcomes do we want? o Are our objectives specific, timed, and measurable? o Do we have a fall-back position? o If we were in their shoes, what would our position be? Do we know their objectives? If not how can we find out? o What demands are they likely to make? What concessions are we likely to have to give? do they know our objectives? Our fall-back position? How much room for manoeuvre is there between our two positions? o How strongly are we committed to our objectives as a negotiating team? o As representatives, how strongly are our constituents behind us? o What is the best outcome we can realistically hope for? The worst we would be prepared to settle for?CHECKLIST: Negotiating Objectives What are our objectives? What outcomes do we want? Are our objectives specific, timed, and measurable? Do we have a fall-back position? If we were in their shoes, what would our position be? Do we know their objectives? If not, how can we find out? What demands are they likely to make? What concessions are we likely to have to give? Do they know our objectives? Our fall-back position? How much room for manoeuvre is there between our two positions? How strongly are we committed to our objectives as a negotiating team? As representatives, how strongly are our constituents behind us? What is the best outcome we can realistically hope for? The worst we would be prepared to settle for?