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 maximize value
YOU MAY ALSO LIKE

Overconfidence in Negotiation
This case study reveals how overconfidence can negatively affect the outcome.
read more

Union Constituency Authority Limits
This case study examines the constituency authority that a union negotiator must observe in labour negotiations, and what are the consequences of exceeding this authority.
read more

Price Tactics for Win-Lose Negotiations
Make a good first offer when negotiating price.Learn about anchoring, counter anchoring and offering a package to gain the best value.
read more