What it's for

Good negotiators decide their numbers before they walk into the room. This planner helps you set your ideal outcome (target), the point where you'd rather walk away, and what you'd do if there's no deal (your best alternative, often called your BATNA). You then estimate the same things for the other side, and the planner shows whether there's a zone where you could both agree — and where in it you should aim.

1. The deal

What are you negotiating?

Are you buying or selling?

I'm buying I'm selling

All figures are the total price in pounds.

2. Your position

Your target is the realistic best price you're aiming for. Your walk-away point is the most you'll pay — anything worse and you'd rather have no deal.

Your target

Your walk-away point

Your best alternative — its price

Optional. What would your next-best option cost (or earn) you?

Your best alternative if there's no deal

3. Their position (your best estimate)

You won't know these for sure. Use market prices, past deals and what they've said so far.

Their likely target

Their likely walk-away point

How confident are you?

Their likely best alternative

4. Things you could trade (optional)

Price isn't the only lever. List things you could offer — and say how much each costs you and how much the other side would value it. The best trades cost you little but matter a lot to them.

Your negotiation plan

Add your target and walk-away point to start building your plan.

Made with the free Negotiation Planner at youngprocurement.co.uk/free-tools. For study and practice only.

Your next step

One model won't pass the exam. The whole module will.

These free tools help you practise one idea at a time. When you're ready to cover the full syllabus, with guided learning and mock exams, here's where to go next.

CIPS Level 4

ProcurePass

£9.99 one-off

Guided learning for the Level 4 Diploma, with mock exams included.

Visit ProcurePass →

CIPS Level 5

PassLevel5

£9.99 one-off

Guided learning for the Level 5 Advanced Diploma, with mock exams included.

Visit PassLevel5 →

Levels 4 & 5 · With a tutor

Distance learning

£150 a level

Recordings of a relevant class, the learning platform (guided learning and mock exams), and tutor support from Tim until you qualify.

See distance learning →

Not sure which is right for you? Email me. I reply within 48 hours, usually the same day.