Negotiation & Stakeholder Influence Planning Worksheet

Short name to identify this negotiation (example: 'Q3 resource allocation for Project X').

Optional: date you prepared or last updated the worksheet (YYYY-MM-DD).

What is the core outcome you want from this negotiation? Be concrete and specific.

List measurable or specific outcomes that would represent success for you and your organization.

If talks fail, what can you do instead? The stronger and clearer your BATNA, the better your negotiating position.

The minimum acceptable result before you prefer your BATNA. Be realistic and record any key constraints here.

Where do both parties share goals or constraints? Identifying shared interests helps create win-win options.

List resources, timing, scope, support, or other items you can offer or request that could be traded to reach agreement.

Describe a specific concession you could make early in the talks to build momentum.

Scale 1 (low cost/low importance) to 5 (high cost/high importance).

A larger concession you might use after Step 1 if needed.

Scale 1 (low cost) to 5 (high cost).

A concession you would only make later if necessary (higher cost).

Scale 1 to 5.

Enter the person, role, or group (leave blank if unused).

E.g., 'Finance approver', 'Engineering lead', 'External partner'.

Estimate how much their view affects the outcome.

How aligned or opposed are they to your objectives?

What matters most to them? Use this to craft persuasive options.

How will you engage them (who speaks to them, messaging, timing)?

Second stakeholder slot. Leave blank if unused.

Choose the channel most likely to reach the stakeholder and preserve the relationship.

A short script to open the meeting that sets a collaborative tone.

Examples: ask open questions, test priorities, look for body-language or timing cues, use silence strategically. Note signals that suggest movement or resistance.

Estimate how damaging a failed negotiation would be to ongoing relationships.

Steps you will take to reduce relationship damage if talks stall or fail.

List short-term and longer-term metrics or checkpoints that show the agreement is working.

Who will do what after the meeting, and by when? Clear follow-up reduces misunderstandings.

Use this to record meeting outcomes, agreed next steps, or changes to the plan.

Example: 'Objective: secure 30% additional developer time for Project X. BATNA: delay feature release 6 weeks and reprioritize roadmap. Shared interests: both teams want product stability and on-time delivery. Concessions ladder: 1) offer weekly syncs; 2) shift noncritical features; 3) extend support window. Stakeholder: Engineering lead (influence 4, interest 3) — concern: code quality. Engagement: one-on-one prebrief, then joint planning session.'