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I FORESAW IT Template - I FORESAW IT A Way to Improve Your

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I FORESAW IT Template - I FORESAW IT A Way to Improve Your

    I FORESAW IT plan form

    ? Seth Freeman 1996 (updated 2010) www.professorfreeman.com

    Interests (that is, the underlying concerns and needs; the reasons why someone wants something.)

    (Mine)

    _______________

    _______________

    _______________ ... (Throughout this form, "..." means "feel free to list more ideas")

    (Other Person's ("OP's"))*

    _______________

    _______________

    _______________ ...**

    (Common) (shared needs you and OP can satisfy together. “If we work together, we can…”)

     _______________

     _______________

     _______________ ...

    Factual and Financial Research (note useful questions you need to answer beforehand, and then note the answers you learn through your research; attach materials you've gotten, and spreadsheets you’ve created.) ______________________________________________________________________ __________________________________________________________________________...

    Options (for each topic, list at least six options (i.e., possible deal terms) that will satisfy your respective interests. List different ideas, not packages or similar ideas with different numbers.) __________________ _________________ ________________

    __________________ _________________ ________________

    __________________ _________________ ________________

    __________________ _________________ ________________

    __________________ _________________ ________________

    __________________ _________________ ________________

    Reactions and Responses (list things you fear the OP will say. For each, write how you'll respond constructively. No need for a dialog- just note several separate interactions: 'if he says this, I'll say....')

    If OP says:"___________________________________________________________________" I can say:"_____________________________________________________________________

    If OP says:"___________________________________________________________________" I can say:"_____________________________________________________________________

    If OP says:"___________________________________________________________________" I can say:

     If we agree to my proposal*** If we disagree***

     + -

     + -

    * OP means “Other Person. ” Advanced technique: If you have several OPs, or if there are several influential

     players, list each one's interests separately

    ** Appeal to the OP's Interests to show why your proposal is good for him

    *** Appeal to the OP's Alternatives to agreement (see below) to show why saying "no" will hurt him

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     I FORESAW IT plan Form (continued)

    Empathy and Ethics (first speak in OP's inner voice about how matter seems ("I think...I feel...").) "___________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ ."

-Ethical dilemmas- (then list ethical problems you each face.)

    (Mine) _________________________________________________________________

    _________________________________________________________________... (OP’s) __________________________________________________________________

    _________________________________________________________________...

Setting and Scheduling (note when and where you'll negotiate. Advanced technique #1: note

    discussion rules you’d like to use. Advanced technique #2: note the sequence of prior meetings you’ll

    have, if any, with allies, possible BATNA, and others.)

    _______________________________________

    _______________________________________...

Alternatives to Agreement (that is, things you will do if you don't agree with the other side, and vice

    versa. (Thus, this part is quite different from Options.) List at least five you each have, based on

    brainstorming and research. Include your Best Alternative to Negotiated Agreement (BATNA) and your Worst (WATNA).)

     Essential, in part because it (Mine) (OP's) helps you assess the OP’s _____________ _______________ bargaining strength. _____________ _______________

    _____________ (BATNA) _______________

    _____________ _______________ (BATNA?)

    _____________ (WATNA) _______________ (WATNA?)

     _____________... _______________ ...

Who (list at least five people who can influence the negotiations, besides you and the other negotiator.

    Advanced technique: list each key player in each side’s organization, as well as allies who can strengthen your side’s bargaining strength, and list each player’s interests in the Interests section.)

    ____________________

    ____________________

    ____________________

    ____________________

    ____________________ ...

    Independent Criteria (list information you've learned that can serve as fair standards you and the OP will both trust. Seek at least a couple different sources. Attach materials you've acquired if any.) _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________...

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    I FORESAW IT plan Form (continued)

    Topics, Targets & Tradeoffs

     Topics Targets Tradeoffs Tradeoffs

    (That is, what matters (That is, first, what is the b/w Topics w/i topics

     will you discuss in the best you can realistically (That is, rank (That is,

    negotiation?) hope for for a given Topic Topics from dear- list 2-4

     and second, what is the least est to least im- favorite

     you will accept for that Topic? portant Options that

     (Check Factual Research and would satisfy

     Alternatives.)) your interest

     in that Topic

    _________________ _________ -__________ __ _____________

     _____________

     _____________

     _____________

    _________________ _________ - __________ __ _____________

     _____________

     _____________

     _____________

    _________________ _________ - __________ __ _____________

     _____________

     _____________

     _____________

    _________________ ... _________ - __________ __ _____________

     _____________

     _____________

     _____________

    Now, construct offers using your Topics, Targets & Tradeoffs Opening Offer: (First, jot down on scrap paper (not here) the best possible deal you can realistically imagine by listing the best

    Target for each Topic. ('Best Targets.') Then add to that deal a reasonable cushion, especially to your favorite Topics, so you can

    make concessions and still wind up with your Best Targets. Write down that cushioned proposal here.)

    _________________________________________________________________________________________________________

    ___________________________________________________________________

Least Acceptable Offer: (Write down here the worst possible deal you will accept by stating the best deal you have elsewhere, or,

    if you have no such alternative offer, by listing the lower Target for each Topic. Later, compare any tentative deal to this one to

    make sure you're not accepting a bad one.)

    _________________________________________________________________________________________________________

    ___________________________________________________________________

Creative Proposal(s) (Write down here at least one other possible deal. You might describe a deal that gives you lots of your

    favorite Topic and less of your least favorite Topic; or a deal that uses creative Options (i.e. Tradeoffs w/i Topic) to satisfy your

    interest in a Topic at low cost to the Other Person. Have such deal(s) ready in case an impasse arises during the talks.)

    _________________________________________________________________________________________________________

    ___________________________________________________________________

    Finally, test your offers:

    (1) Do the offers satisfy the Interests you've listed?

    (2) Are the offers at least as good as your best Alternative to negotiated agreement?

    (3) Do the Independent Criteria you listed confirm these offers are fair?

    (4) Are there any Time Bombs in your proposed offers? (Ask, “What if…? What do the numbers say? Lawyers? What are the other

    side’s expectations?”)

    (5) Do your first and your creative offer give you a good chance to achieve the best Targets you’ve set for your favorite Topics?

    (6) How will the OP React to your offers and how will you respond?

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