Negotiation Outline # Comments

i Preparation (p.68)1. Objectives of the negotiation2. Best & Worst Case, Bottom Line3. Strategies:

a. Best order to discuss issuesb. Likely “Stick Points (problems)”c. Concessions (advance preparation)d. What do we know about the other

team

I Introduction (p.69)1. Names, Roles, Titles (special

knowledge/skills)2. Purpose of Meeting/Negotiation3. Chair of the meeting, Minute (note) taker4. Questions (how to manage)

II Agenda (p.71)1. How to Start/Finish2. How long to meet?3. Meal arrangements (lunch and/or dinner)4. Travel needs (hotel, airline confirmation, taxi)5. Agenda items

a. Topic 1b. Topic 2c. …

III Opening/Establishing Positions1. Negotiating the Agenda2. Feedback

a. Pausesb. Questionsc. Body Language

3. Any questions, so far / up till now4. Final / remaining questions?

IV Clarifying Positions1. Active Listening2. Effective Questioning

a. “I’d be interested to know more about...”b. “What exactly do you mean by…”

c. Body Language3. Confirmation

a. “Does that answer your question”4. Showing Interest

a. “Sure, Please do, Of course”V Managing Conflict

1. Avoiding personal criticism2. Down toning you r language

a. Perhaps, maybe…b. If you could just offer us…c. I’m afraid…

3. Handling Conflict4. Conflict versus collaboration?

VII Making and Responding to Proposals1. Encouraging responses: Good Idea…2. Making proposals and counterproposals

a. I propose…b. How about… Why don’t we…c. I see what you are saying…

3. I can’t agree to that…but…VII I Bargaining

1. Maintaining positive communication2. Exerting pressure

a. If you can’t.., we will have to look elsewhere

b. I’m afraid we will have to call it a day, unless

3. Making concessionsa. We could offer you…if…b. We might be able to….if…

4. We would want….as long as you….

IX Conclusion & Agreement1. Summarizing and agreeing on follow-up2. Concluding and closing

a. That brings us to the end of…b. I think we have covered everything…

3. Summarizinga. Let’s go over the main points againb. We’ve agreed on the following…

4. Confirmationa. Any Final / remaining questions?b. Is that right?

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