Negotiation Readiness Self-Assessment

Answer honestly before your next negotiation conversation - this is diagnostic, not a test to pass. Score each question: Yes = 2, Partially = 1, No = 0.

Domain A: Position & Limits

1. Have you defined your walk-away price/terms in writing before this negotiation, not just 'a feeling' of your floor? ____
2. Do you know your actual BATNA on this deal - what happens to your quarter/pipeline if this specific deal doesn't close? ____
3. Have you identified at least two non-price concessions you could trade instead of moving on price? ____

Domain B: Stakeholder Map

1. Do you know specifically who signs, who influences, and who could still block this, by name? ____
2. Have you identified the buyer's actual internal deadline or urgency driver - confirmed, not assumed? ____
3. Have you confirmed the decision process and criteria directly with the buyer, in their words? ____

Domain C: Preparation & Proof

1. Do you have two or more proof points mapped specifically to this buyer's stated objection, not generic case studies? ____
2. Have you pre-cleared which contract terms are standard vs. which need legal/deal-desk sign-off before you're asked? ____
3. Have you secured internal approval for your maximum flexibility (discount, terms) before walking into the room? ____

Domain D: Plan & Commitment

1. Do you have a pre-built concession trading plan - what you'll give, in what order, and what you expect back for each? ____
2. Have you scripted your response if the buyer stalls with 'let me think about it'? ____
3. Have you briefed your internal champion on exactly what they need to say or do in the room? ____

Scoring

Total score: ____ / 24

• 20-24: Ready to negotiate. Proceed as planned.
• 12-19: Prep gaps. Identify your lowest-scored domain and fix it before the conversation - do not walk in hoping to improvise the gap closed.
• 0-11: Not ready. Reschedule if at all possible, or bring a manager/second rep into the room while you close the gap.

Quick 5-question version (under 10 minutes, last-minute prep)

If you don't have time for all 12, answer these five: 1, 4, 7, 10, 11. A score below 7/10 on this subset means you should delay the conversation if you have any flexibility to do so.