Background on the checklist. Several years ago I prepared a checklist for use in my MBA courses and executive programs. Recently I discovered a benchmark study conducted by the International Association for Contract & Commercial Management (IACCM) in partnership with Huthwaite International. IACCM is the leading global non-profit association for contracting professionals, with over 30,000 members (including negotiators, contract managers and attorneys) in 158 countries.\r
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The benchmark study, entitled 'Improving Corporate Negotiation Performance,' emphasized the importance of planning to achieve negotiation success, but concluded that most companies do not use formal planning tools. After matching a planning template included in the study with my earlier checklist, I prepared a list of items that should be in a planner and presented the list to contract professionals at IACCM conferences in the United States and Europe. The following planning checklist incorporates feedback from veteran negotiators during these conferences and also during an international webinar.
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