The document provides an outline for conducting a negotiation meeting. It includes sections for preparation, introductions, establishing an agenda, clarifying positions, managing conflict, making and responding to proposals, bargaining, and concluding the negotiation with an agreement. The key topics to be discussed are objectives, strategies, issues that may cause problems, and concessions to be prepared in advance.

1. Negotiation Outline #Comments iPreparation (p.68)Objectives of the negotiationBest & Worst Case, Bottom LineStrategies: Best order to discuss issuesLikely “Stick Points (problems)”Concessions (advance preparation)What do we know about the other teamIIntroduction (p.69)Names, Roles, Titles (special knowledge/skills)Purpose of Meeting/NegotiationChair of the meeting, Minute (note) takerQuestions (how to manage)IIAgenda (p.71)How to Start/FinishHow long to meet?Meal arrangements (lunch and/or dinner)Travel needs (hotel, airline confirmation, taxi)Agenda itemsTopic 1Topic 2…III Opening/Establishing PositionsNegotiating the AgendaFeedbackPausesQuestionsBody LanguageAny questions, so far / up till nowFinal / remaining questions?IV Clarifying PositionsActive ListeningEffective Questioning“I’d be interested to know more about...”“What exactly do you mean by…”Body LanguageConfirmation“Does that answer your question”Showing Interest“Sure, Please do, Of course”V Managing ConflictAvoiding personal criticismDown toning you r languagePerhaps, maybe…If you could just offer us…I’m afraid…Handling ConflictConflict versus collaboration?VII Making and Responding to ProposalsEncouraging responses: Good Idea…Making proposals and counterproposalsI propose…How about… Why don’t we…I see what you are saying…I can’t agree to that…but…VII I BargainingMaintaining positive communicationExerting pressureIf you can’t.., we will have to look elsewhereI’m afraid we will have to call it a day, unlessMaking concessionsWe could offer you…if…We might be able to….if…We would want….as long as you….IX Conclusion & AgreementSummarizing and agreeing on follow-upConcluding and closingThat brings us to the end of…I think we have covered everything…SummarizingLet’s go over the main points againWe’ve agreed on the following…ConfirmationAny Final / remaining questions?Is that right? funnytimes.com/archives/files/art/20080806.jpgnnytimes.com/archives/files/art/20080806.jpg