1. OPENING
1.1. Give out good greetings
1.1.1. How do you do?
1.1.2. Pleased to meet you.
1.1.3. How are you?
1.2. Say your name
1.3. Introduce yourself
1.3.1. Let me introduce myself ...
1.3.2. This is ...
1.4. Small Talk
1.4.1. How was you flight?
1.4.2. How was the trip?
1.4.3. Where are you staying?
1.5. Polite offers
1.5.1. Let me take your coats
1.5.2. Would you like some coffee?
2. AGREEING ON AN AGENDA
2.1. The agenda
2.1.1. Important to negotiate a procedure
2.2. Checking for agreement
2.2.1. How does that sound?
2.2.2. Is that okay?
2.3. Global objectives
2.3.1. OK. We're here today to ...
2.3.2. The main objective of this meeting is ...
2.4. Introducing the agenda
2.4.1. We've drawn up an agenda.
2.4.2. Let's just run through the agenda.
2.5. Negotiating the agenda
2.5.1. We see three issues ...
2.5.2. Can we concentrate on ... ?
3. OPEN STATEMENTS
3.1. Strategy
3.1.1. Holding back
3.1.2. Getting feedback
3.2. Background to the negotiation
3.3. Company profile
3.3.1. Our main activity is ...
3.3.2. Currently we ...
3.4. Link to position statement
3.4.1. OK. Let me now turn to ...
3.4.2. All right. I should now move on to ...
4. BARGAINING
4.1. At the bargaining stage, the acceptance of offers is liked to conditions
4.2. Restarting your position
4.2.1. Let me just clarify our basic position
4.2.2. Can I just stress that ...
4.3. Setting conditions
4.3.1. We might be willing to ...
4.3.2. That's acceptable ...
4.3.3. We can agree to ...
4.3.4. We could offer you ...
5. CLOSING A NEGOTIATION
5.1. Closing signals
5.1.1. OK, perhaps we should stop at this point.
5.1.2. So, that brings us to the end of ...
5.2. Progress made
5.2.1. We've made some good, excellent progress.
5.2.2. We didn't get as far as we hoped but ...
5.3. Summarize
5.3.1. Can I just run over the main points?
5.3.2. Let's go over the main points again
5.4. Review areas of agreement
5.4.1. On the ... front, we agreed ...
5.4.2. As far as ... is concerned, we agreed ...
5.5. State unresolved areas
5.5.1. Outstanding issues are ...
5.5.2. We can tied up the loose ends at a later date.
5.6. Next meeting
5.6.1. Could you make ... ?
5.6.2. I suggest we meet at the same time next week
6. WHAT MAKES A SUCCESSFUL NEGOTIATION?
6.1. DEFINITION
6.1.1. Negotiation is a meeting or a series of meetings in which the parties need each other's agreement.
6.2. CHECKLIST
6.2.1. Planning a meeting
6.2.2. Begin the Negotiation with a positive environment
6.2.3. During the negotiation with listening and checking the objectives and making sure they understands you
6.2.4. End the negotiation with a summary and confirmation of the deal
7. THE NEGOTIATOR & KEY TERMS
7.1. TYPES OF NEGOTIATION
7.1.1. persuasive
7.1.2. polite
7.1.3. knowledgeable
7.1.4. rational
7.1.5. firm
8. CLARIFYING POSITIONS
8.1. To guarantee the full understanding an effective listener will use different techniques.
8.2. Confirming negotiating positions - The most important thing for you is ...
8.3. Responding - That's right.
8.4. Asking for clarification - Could you clarify one point for me?
8.5. Clarifying - When I said ... I meant ...
8.6. General questions - Can I just ask you a question about ....
8.7. Encouraging - Go ahead.
9. MAKING A RESPONDING TO PROPOSALS
9.1. Summarizing
9.1.1. Before moving in to concrete proposals
9.2. Introducing a review
9.2.1. Perhaps we could take time to think generally about ...
9.3. Your view on things
9.3.1. From our point of view ...
9.3.2. For our company ...
9.4. Making proposals
9.4.1. We propose ...
9.4.2. Our proposal is to
9.4.3. We suggest ...