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follower this is Simon Hazeldine and welcome to the session on negotiation planning as I'm fond of saying I think that at least 80 to 90 percent of your success as a negotiator is down to the planning and preparation that you do in advance of the negotiation itself indeed when I'm negotiating I often in the early stages probe and check and ask questions to see how well prepared and planned the person I'm negotiating with is now if I sense that they're not really planned and prepared that there may be sort of winging it a little bit then my expectation of what I'm going to get out of the negotiation increases and I go for more so in a negotiation if someone senses that you aren't planned or prepared one not only will you be able to disadvantage because you haven't planned and prepared they will expect to get a better deal and press home their advantage so I really can't emphasize enough the importance of doing your planning and preparation and this session specifically we're going to take a look at how to use the negotiation planning template you've been provided with this you may want to print this out and have it with you as we go through this exercise or just follow along with me you can obviously watch this video anytime you want to to refresh your memory about this prior to doing your planning and preparation for any negotiations that you have so what I've done with the negotiation template that you have is I filled it in with a fictitious example a fictitious negotiation situation just by way of illustrating some of the key points the fictitious example that I've given is one of a manufacturer wanting to list a new product and put a widget in this case into a major retail store group and as we go step by step through I hope this will help to bring alive how to use the negotiation planning template so the first page in the negotiation planning template is to do setting your smash objectives you'll recall the smash stands for specific measurable achievable stretching and holistic or harmonious so it's about making sure that before you go into a negotiation you're very clear about what it is that you want to achieve and also because negotiation will involve a to and fro between two or more parties it's not always possible to be very specific about exactly what it is you want to achieve in numerical terms for example because there'll be a scale we send or set up alike intend and must so alike being what we'd ideally want to achieve we'd be delighted if we got this in tenders are sort of realistic expectation and our must is our absolute must get or No Deal and this also incorporates the concept of batna your best alternative to a negotiated agreement what you will do if you cannot get in...