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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"This is one of the best courses that I have attended. The attendees inside and outside of my team still talk about it positively, and my other team members would really like to be trained as well. Unfortunately, my organzation does not have adequate budget to support additional sessions this fiscal year. I still believe that this was one of the most fun and educational
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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 Managers
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