A definition
A negotiation is a meeting or a series of meetings in which the parties need each
other's agreement to reach a specific objective which is to their mutual advan- tage.
Do you agree?
CHECKLIST - EFFECTIVE NEGOTIATING
PLANNING
read and gather pre-negotiation documentation
clarify important questions prior to the negotiation
know the othe party; business and culture
decide objectives, stratefy and agenda
specify roles and responsibilities within the team
inform people about the date, location and time
prepare and rehearse your opening line/statement
BEGINNING THE NEGOTIATION
create a positive atmosphere quickly
respect cultural expectations of behavior
establish a framework: agenda, procedure, roles
agree on a timetable
state your position
stress common interest
DURING THE NEGOTIATION
listen and clarify the objectives of the other party
check to make sure they understand you
focus initially on areas of agreement
make constructive proposals
be clear, firm and to the point
Handle conflict positively
be creative and flexible when bargaining
reach a position of mutual understanding
establish a positive working relationship at the outset
ENDING A NEGOTIATION
summarize and comfirm the deal
clarify future responsibilities
end positively
AFTER NEGOTIATION
recognize success
Learn from failure and improve the next time
build up and extend new relationships
NEGOTIATING PROCESS
greeting and positive opening
reviewing and agreeing on the agenda
establishing positions
clarifying priorities
making proposal
bagraining
handling conflict
settling
summarizing
closing
A negotiation is a meeting or a series of meetings in which the parties need each
other's agreement to reach a specific objective which is to their mutual advan- tage.
Do you agree?
CHECKLIST - EFFECTIVE NEGOTIATING
PLANNING
BEGINNING THE NEGOTIATION
DURING THE NEGOTIATION
ENDING A NEGOTIATION
AFTER NEGOTIATION
NEGOTIATING PROCESS
