, The opening stage
Do... Don’t...
If you are hosting, be Be demanding
welcoming and show
respect and interest Put down any conditions
Ensure refreshments are Refer to contracts with other
at hand suppliers or to other
negotiations you have
Make purposeful small talk undertaken
and find out about them as
people Make the other side feel
uneasy
Check their authority to
negotiate Start substantive discussions
before agreeing on the agenda
Be warm as a person, but
be firm on the issues
Agree on the agenda,
expected outcomes and
timescales
ITC M7:U4:4.1-2
, Action Point 4.1-1
The importance of a hospitable welcome
Have you ever received an inhospitable welcome when arriving for a
negotiation? What were the circumstances? How did it affect the
negotiation?
ITC M7:U4:4.1-3
, The testing stage
Check your assumptions & their perceptions
Get missing information
Explore topics of common ground
Explore their underlying needs & interests
Ask “what”, “why”, and “how” questions
Clarify perceptions
Listen attentively
Show concern for their needs & interests
Don’t make any firm proposals yet!
ITC M7:U4:4.1-4
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller tahir9411. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $7.49. You're not tied to anything after your purchase.
