Setting a negotiation agenda
Send a laser-focused and time-bound agenda out in advance. It will structure the other side’s expectations, uncover the unknown, and help you control the negotiation.
The purpose of the meeting is ___.
The items of discussion are ___.
The order of discussing the issues is ___.
The amount of time allotted for each topic is ___.
The other party may modify your agenda. If the modification is significant, it may reveal thoughts different from yours. For instance, if you expect to settle an issue in five minutes, but the other party changes that to sixty minutes, there is a disconnect. Most likely, the two parties are not on the same page in understanding the issue.
If the other side calls a meeting, request an agenda in advance. It compels those requesting a meeting to think. It allows you to assess the priority of the items listed.
One of the parties often prefers the status quo. Suppose that party is perceived to be more powerful. In that case, it will be difficult for the party with less power to convince the more powerful party to negotiate. The party in a stronger position will keep the negotiation in the “Dialog” phase.
The perceived low-power party can influence the powerful party to engage with them by framing the proposed agenda. Confirm what is working well and is not an issue. The high-power party will be more willing to negotiate when the other side confirms things that are already working well and are not the issues. Then negotiate less important issues before more significant areas of disagreement rather than vice versa. This preference is often the opposite of what low-power parties prefer.
When negotiations begin, however, you would be wise to incorporate discussion of more significant problems, to the extent possible, to find tradeoffs among the full range of topics.
HAVE YOU APPLIED ANY OF THE NEGOTIATION SKILLS I HAVE SHARED WITH YOU OVER THE PAST FEW YEARS? WOULD YOU PLEASE SHARE THE OUTCOMES
WITH ME HERE.
