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
Rate this Article5 out of 5 from 1 responses
Loading...Negotiation Cornerstones
Two day foundation negotiation skills. Build confidence and competence.
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"Good pace, and balance between lecture and activity to solidify lessons. A good reminder of our last training. I have employed the techniques recently; especially BATNA and trading. Good engagement with the students. The case study was fun and interactive. Overall it was time well spent and certainly helped the team focus on improving our negotiating
Advanced Negotiation Training
In-depth personalised expert video feedback. Negotiate complex role plays.
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"All very good, and great value 5 day course. Role play, videos, value creation framework. the video review was very powerful for changing my bad behaviours, excellent! While intense, the course was very enjoyable. Much learning and application. I liked the role participation, applying lessons learnt with the client side negotiations. I learnt a great
Sales Negotiation Training
Close more deals at higher Revenue & Margins. Tool-sets to keep control.
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"The training was excellent and is being used on a regular basis and broadly across the team. Trading Plans have become common, though not always done with the thoroughness that they should be. I've also seen us establish relationship goals, particularly in challenging negotiations, spend more time preparing and debriefing, and use our Business
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