Negotiation Meeting
[ni-goh-shee-ey-shuh n] [mee-ting]
Negotiation meetings are typically where most of the deal is negotiated, with business negotiation meetings these days being face to face and via voice. The proper planning and effective running of negotiating meetings can make or break a deal. The more complexity involved, the more important getting the negotiation meeting planned correctly becomes.
Negotiation meeting factors to plan:
- Who should and who shouldn’t attend, how long each person need attend, team versus individual attendance, roles and responsibilities
- Agenda: Who writes the agenda, what issues appear on the agenda and their order
- Venue: Formal or informal, your office or theirs
- Length of meeting
- Framing of the meeting, and the main issues
- Style of negotiation – e.g. collaborative or competitive
- Staging of meetings – e.g. relationship building may be the priority for the first meeting, and detailed discussions on products and services may follow in a later meeting
- Trading Plan to make effective trades to maximise value
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"The M&A role play sim that was created for us was the most instructive. I gained a clearer understanding of both our client and PE firm's needs, how to gain more vital information, and structure the deal to better meet needs. The role plays were helpful. I also like the very specific strategies/tactics and thinking through how/when to use them. www.raymondjames.com
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"I think the training was absolutely relevant for Skanska negotiators. It will add high value to our organisation. Practicing the examples, interesting case studies. SWOT/trading plan/teamwork with colleagues from our Business Unit. I liked the examples and the role plays, but also found the key messages very important. Role playing was very interesting.
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"Video review and role plays were great. Exciting, new and existing ways of growing business and develop better processes. Review of videos was invaluable. Reinforcing key information whilst building good ground. Stories to support brought the theory to life and gave confidence that the theory works. Practicing and the case studies were great. Getting
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