How to Plan a Negotiation Meeting

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How to Plan a Negotiation Meeting
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13 March 2014
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How to Plan a Negotiation Meeting | Christine MORLET | President | French Professional Speakers Association

This document is the soft copy of the presentation by Christine MORLET.

In addition to arriving to an agreement, planning is one of the most important aspects of a negotiation meeting. Poor planning can result in allowing the other party to take more concessions than you were originally willing to give, which may result in unrealistic expectations of your company and the terms of future negotiations, as well as reduce your profitability.

The more time you dedicate to preparing and planning for a negotiation meeting, the better your final outcome.

The first webinar in the series "How do good negotiators get what they desire" will address a first topic such as:

"Six steps to be considered in PLANNING a negotiation"

Step 1: Conduct some research
Learn about the company and the individuals with whom you are negotiating.

Step 2: Know your objectives
In a negotiation meeting, your objective is the agreement you wish to achieve.

Step 3: Think about your strategy.
In your plan of action, determine the best way you can achieve your negotiation goals and outline the tactics you consider beneficial. 

Step 4: Assess the concessions, the service, item or term you are willing to give up or compromise.
Know about the non monetary value and cost of each concession you have and what it would cost you to adjust one. 

Step 5: Know the limit of your authority.
If applicable, talk to your supervisor or board of directors regarding aspects of the negotiation you can agree to or compromise without additional authorization. 

Step 6: Prepare a meeting agenda.
In the agenda, list the negotiation topics in the order you and the other party will consider them, and place time limits on each item, if necessary.

 What will you learn?

Identify factors that can determine the outcome of successful planning
Plan the right strategy for successful negotiations
Understand the principle of 'win-win' negotiations

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Watch Webinar @ How to Plan a Negotiation Meeting | Christine MORLET | President | French Professional Speakers Association

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