What Makes A Successful Negotiation A definition A negotiation is a meeting or a series of meetings in which the parties need each others

agreement objective which is to their mutual advantage. Do you agree? Planning Read and gather pre-negotiation documentation Clarify important questions prior negotiation Know the other party : business and culture Decide objectives, strategy and agenda Specify roles and responsibilities within the team Inform people about date, venue, and time Review your Minimax Prepare and rehearse your opening statement Beginning the negotiation Create a positive atmoshphere quickly Respect cultural expectations of behaviour Establish a framework : agenda, procedure, roles Agree a timeable 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 advantage Ending the negotiation Summarize and agree the deal Clarify future responsibilities End positively After the negotiation Recognize successes Learn from failure and improve for next time Build up and extend the new relationship