The Negotiation Preparation Checklist

A checklist is the simplest tool that produces the most consistent improvement. The negotiation preparation checklist has twelve items. AI deal brief generated and reviewed. Concession map completed with costs and counter-asks. Pricing boundaries documented and approved. BATNA calculated for both parties. Top three scenarios identified and rehearsed. Champion briefed on the negotiation process. Stakeholder map updated with latest intelligence. Competitive positioning prepared. Implementation timeline confirmed with delivery team. Contract terms pre-reviewed by legal. Success criteria documented for both sides. Walk-away criteria agreed with leadership. No rep enters a negotiation above a deal size threshold without completing the checklist. The checklist is not bureaucracy. It is preparation codified.