Negotiations are a common occurrence in SCM Procurement and Sourcing organizations and address key topics such as contract provisions and pricing. Formal SCM negotiations require extensive planning, access to information and collaboration with multiple parties inside the corporation being represented. Describe the overall preparation of a formal negotiation plan and both define and describe how the following aspects are crucial to the plan:

Identification of the key topics to address in the negotiation
Most Desired Outcome
Least Acceptable Alternative
Best Alternative to a Negotiated Agreement
Zone of Potential Agreement
Concessions