Negotiation planning template
Most bad negotiation outcomes are decided before the call, by failing to prepare. This template fixes that.
Know your walk-away and your trades before you pick up the phone.
Short answer
A negotiation planning template forces you to prepare before the conversation: your target and walk-away, your BATNA, the other side's likely position, and your planned give-gets. Preparation is what keeps you from conceding on reflex. Below is the template and how to use each part.
Key takeaways
- Set your target and walk-away before the conversation.
- Know your BATNA; it is your real source of leverage.
- List tradeables that cost you little but the buyer values.
- Pair every concession with a give-get so you never cave for free.
What to plan
Fill this in before you negotiate.
- Target: the outcome you want (price, terms, timeline).
- Walk-away: the point past which no deal is better than this deal.
- BATNA: your best alternative if this deal falls through.
- Their position: their likely goals, pressures, and constraints.
- Tradeables: what you can give that costs you little but they value.
- Give-gets: each concession paired with what you will ask in return.
Using the plan
Trade, do not cave.
- Never give a concession without getting something; consult your give-get list.
- Anchor first when you have information; it frames the range.
- If you hit your walk-away, be willing to pause or exit calmly.
Generate and send this with Ardovo
You do not have to start from a blank page. Tell Rook, Ardovo's AI operator, what you need (for example, "negotiation planning template") and it drafts a version grounded in your real pipeline data, personalizes it for the specific contact or deal, and can send it or attach it to the record in one step. Every template lives in one shared library, so your whole team stays on message and nothing gets rewritten from scratch.
Frequently asked questions
What is a BATNA?
Your best alternative to a negotiated agreement, the option you would take if this deal fell through. A strong BATNA is your real leverage: it lets you walk away, which prevents you from accepting terms worse than your alternatives.
How do I prepare for a sales negotiation?
Define your target and walk-away, know your BATNA, anticipate the other side's position, and plan your tradeables and give-gets in advance. Most negotiation outcomes are decided by preparation, not by improvisation on the call.
What is a give-get in negotiation?
A concession offered only in exchange for something of value, like a discount for a longer term or faster signature. Planning give-gets ahead of time keeps every concession earning its way into a better overall deal.