You are selling the newest product from ADP Payroll Solutions. You have been in contact with the customer for 3 months already, and the potential customer has agreed to meet with you eventually. You are aiming to have a foot at the door so that you can offer other products of this company in the future to this potential customer. You do not afford to give a discount above 20% for anything that you sell, as it erodes your profit margin, as your commission, completely.

What are the issues to be negotiated? [Hint: Bargaining mix]

What are the priorities among the issues in the bargaining mix? [Hint: Rank order the bargaining mix]

What are the primary underlying interests? [Hint: Why are you negotiating?]

On each issue, what is my/ our-walkaway point and BATNA?

What are my target points and opening requests on these issues? 

Who are the important constituencies to whom I am accountable? [Hint: Field Analysis]

What do I know about the other negotiator's interests, negotiating style, and reputation?

What overall strategy do I want to pursue?

What do I need to assemble - research, documents, charts, and graphs, and so on - to make the most effective presentation on what I want to achieve? What tactics will I use to present my arguments or defend against the other negotiator's arguments?

What protocol is important for this negotiation: where we negotiate, when we negotiate, who is present for the negotiation, agenda to be followed, note taking?