Back Advanced Negotiation Techniques
Module 2 of 5 | 68%
2.2 Preparation Framework
Vikram Malhotra · Senior Sales Trainer
06:52 / 15:24
2.2 Preparation Framework
VM
Vikram Malhotra | Senior Sales Trainer · RCPL Academy
Learning Objectives
  • Understand the 5-step preparation framework for high-stakes negotiations
  • Identify your BATNA and calculate your reservation price before entering a negotiation
  • Map stakeholder interests and anticipate counterpart priorities
  • Create a concession strategy with pre-defined trade-off scenarios

The Preparation Framework is the foundation of every successful negotiation. Research shows that 70% of negotiation outcomes are determined before you even sit down at the table. This lesson walks you through a structured 5-step approach used by top sales professionals at RCPL: Objective Setting, Stakeholder Mapping, BATNA Analysis, Concession Planning, and Opening Strategy design. By the end of this lesson, you'll have a repeatable preparation toolkit for any distributorship or key account negotiation.

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Previous Notes
2.1 BATNA Explained · 18 Jun 2026 at 11:24 AM
BATNA = Best Alternative To a Negotiated Agreement. Always define your walk-away point BEFORE entering the room. Don't anchor too high or too low — start with a well-researched opening position.
1.2 Negotiation Styles · 15 Jun 2026 at 3:10 PM
4 styles: Competing, Collaborating, Compromising, Avoiding. Most effective in FMCG distribution contexts: Collaborative + Assertive blend. Avoid pure competing with long-term partners.
Downloadable Resources
BATNA Worksheet.pdf
245 KB · PDF Document
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Negotiation Checklist.pdf
182 KB · PDF Document
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