Negotiation Strategy Checklist: BATNA, ZOPA, Anchors, and Concessions

A practical negotiation strategy checklist you can reuse—covering BATNA, ZOPA, anchoring, concessions, and a simple preparation template.

If your negotiations feel inconsistent, it’s usually not a skill problem—it’s a preparation structure problem. This checklist gives you a repeatable workflow to build a better plan before you enter the room.

Key takeaways

Great negotiation outcomes come from ranges and tradeoffs, not improvisation.
BATNA and ZOPA are the foundation; anchors and concessions are the execution.
A short internal brief prevents late-stage approval surprises.

The negotiation strategy checklist (copy/paste)

1) Context

What’s being negotiated (scope + timeline)?
What’s the history (current terms, past concessions)?
Who is on each side (decision-makers and influencers)?

2) Outcome ranges

Target: __________
Acceptable: __________
Walk-away: __________

Write it down. “We’ll see how it goes” is not a strategy.

3) BATNA (Best Alternative To a Negotiated Agreement)

Best alternative if we don’t agree: __________
How credible is it (cost, timing, risk)?
How can we improve it before the negotiation?

4) ZOPA (Zone of Possible Agreement)

Our acceptable range: __________
Their likely acceptable range: __________
Where might the overlap be?

If you can’t estimate the ZOPA, you’re negotiating blind.

5) Anchoring plan

Where should we anchor (number + rationale)?
What evidence supports the anchor (benchmarks, value, alternatives)?

Anchors work best when paired with justification.

6) Issues and tradeoffs

List 3–6 tradable issues:

Price
Term length
Payment terms
SLA and service credits
Scope / deliverables
Exit clauses and risk allocation

Then create 2–3 “packages” that trade across issues.

7) Concession strategy (rules)

What are we willing to concede first?
What concessions require approval?
What concessions are never free?

Concession rule of thumb: every concession should buy something.

8) Questions (your real negotiation script)

Prepare questions that uncover constraints and levers:

“What’s driving your position?”
“Which lever matters most to you: term, scope, volume, or speed?”
“If we do X, can you move on Y?”

9) Objection handling

Write responses for the top objections you expect:

“We can’t go lower.”
“This is standard.”
“We need a decision this week.”

10) Close plan

Who summarizes the agreement?
Who drafts and reviews redlines?
What’s the timeline and next meeting?

A lightweight 1-page negotiation brief template

Context + stakeholders
Targets + walk-away
BATNA + ZOPA estimate
Packages A/B/C
Concession rules + approvals

Use an AI negotiation coach to speed this up

If you want help turning inputs into a structured plan, try:

FAQ

Is BATNA more important than anchoring?

Yes. Anchors influence the negotiation conversation, but BATNA influences your leverage and your walk-away behavior. No BATNA often means you accept bad terms.

What if I can’t estimate the ZOPA?

Use benchmarks, comparable deals, and cost drivers to create a reasonable range. Then validate it through questions early in the conversation.

How does a negotiation coach help?

A good negotiation coach (human or AI) provides structure, pressure-tests assumptions, and helps you rehearse likely pushback.