---
id: "framework-negotiator-mandate"
type: "framework"
source_timestamps: ["§ Don't Give Negotiators Decision Authority"]
tags: ["preparation", "planning"]
related: ["concept-business-plan-mandate", "action-draft-business-plan-mandates", "prereq-batna", "contrarian-zero-authority"]
steps: ["Map the organization's priorities.", "Identify the walkaway alternatives (BATNA).", "Develop hypotheses to test with the counterparty.", "Sketch possible options worth exploring."]
confidence: "high"
sources: ["ecosystem"]
sourceVaultSlug: "hbr-seg-ecosystem"
originDay: 11
articleStem: "hbr-nm-103-big-companies-negotiate-deals"
sourceUrl: "https://hbr.org/2026/01/why-big-companies-struggle-to-negotiate-great-deals"
sourceTitle: "Why Big Companies Struggle to Negotiate Great Deals"
---
# Business Plan Mandate Drafting

The required components for a commercial negotiator to draft their *own* mandate when they possess no binding commitment authority (the design behind [[concept-business-plan-mandate]] and [[contrarian-zero-authority]]). The standard template has four parts:

1. **Map the organization's priorities.**
2. **Identify the walkaway alternatives** ([[prereq-batna|BATNA]]).
3. **Develop hypotheses** to test with the counterparty.
4. **Sketch possible options** worth exploring.

The rollout action is [[action-draft-business-plan-mandates]].

**Enrichment / confidence:** Consistent with best-practice interest-based preparation (interests, BATNA, options) formalized into a repeatable organizational artifact; documented in the source as an implemented practice at a global oil-and-gas company.