GETTING READY TO NEGOTIATE - SUDDEN PREP (Fisher and Extel, 1995) ues: Things I should be ready to put "on the table" Iy Interests What I really care about. My wants, needs, What I think they really care about. TheirPossible agreements or parts of concerns, hopes, heir Interests ptions timacy External standards or precedents that might convince one or both of us that a proposed agreement is fair and fears. GRIP goals. wants, concerns, hopes and fears. agreements,that we might reach. 2. 2. 2. 2. 10 10, 10 10 My walk-away alternatives What can I do if I walk away without agreement? Which is the best? What would I really do? Theic walk-away alternative What can I do if I walk away without agreement? Which is the best? What would I really do? 2. 2. GETTING READY TO NEGOTIATE - SUDDEN PREP (Fisher and Extel, 1995) ues: Things I should be ready to put "on the table" Iy Interests What I really care about. My wants, needs, What I think they really care about. TheirPossible agreements or parts of concerns, hopes, heir Interests ptions timacy External standards or precedents that might convince one or both of us that a proposed agreement is fair and fears. GRIP goals. wants, concerns, hopes and fears. agreements,that we might reach. 2. 2. 2. 2. 10 10, 10 10 My walk-away alternatives What can I do if I walk away without agreement? Which is the best? What would I really do? Theic walk-away alternative What can I do if I walk away without agreement? Which is the best? What would I really do? 2. 2