August 2024
Beginner
336 pages
7h 29m
English
Content preview from The Elements of Negotiation
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ELEMENT 25Using an Agenda
An agenda is used to achieve a number of advantages in the negotiation. This tactic isn't used as much in connection with commercial negotiations, as is the case in other types of negotiations. Use an agenda; make sure that the other party gets it in advance so that they can prepare and so that decisions can be made with reference to the agenda.
Taking the Initiative
The other party takes you by surprise by having an agenda when the negotiation begins. You haven't seen it before and want to take a break to study it in peace and quiet. If you accept proceeding with it without any changes, you may be exposed to the following unpleasantness:
- You lose the initiative and find yourself on a completely different negotiation platform than you had originally envisaged. You are lured into a discussion and a decision phase that you haven't prepared for.
- The other party determines the sequence of points on the agenda. They build up their negotiating strength by listening and summarizing. They obtain new information without having to provide information.
- Questions, which the other party wants to avoid, are not on the agenda at all or only way down on it. You never manage to reach those points.
- Under the unspecified heading “Any Other Business” the other party may have hidden unpleasant surprises. Here they might place issues that they previously “forgot.”
Controlling the Other Party
Be sure that the agenda is sent to you in advance. Study it in peace and ...
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