6. Positions 6.1 Our position Clearly and systematically outline our starting position. [ Guide Note : Consider the credibility of your targets . Are they too ambitious ? Not ambitions enough ]? Are they 6.2 Their anticipated position Clearly and systematically outline what we think their starting position will be. 6.3 Best case scenario Describe what you think our best-case result would be. 6.4 Bottom line What is our worst case acceptable negotiated position