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Lesson 40 --- WHAT MAKES A SUCCESSFUL NEGOTIATION
Lesson 40: WHAT MAKES A SUCCESSFUL NEGOTIATION
Grammar Pattern
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
  • meetings

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