People who are successful negotiators have a well thought out strategy before going

into the negotiation, are well prepared, self confident and structure the negotiation,

so that they remain in control of the negotiating process.

The recommended structure for negotiations is:

• Establish the issues being negotiated
• Gather information
• Build a solution

Stage 1. Establish the issues

Begin by agreeing an agenda for the negotiation. What needs to be discussed

and agreed? Who will be involved and what will be their role? What timescales

are we working towards? What are the major issues that need to be agreed?

- Many negotiators make the mistake of negotiating too quickly

- Skilled negotiators spend 20% more of their time asking questions and looking for alternatives

- Professional negotiators will want to gain your commitment on issues, such as price, early on in the negotiation

- You should never commit yourself to anything until you have established everything that is being negotiated

- Negotiators will often bring up an issue at the end of the negotiation, when you are vulnerable and likely to agree to a one sided, concession, in order to conclude the deal

- Skilled negotiators will often ask the other side for their shopping list before beginning the negotiation and refuse to accept any last minute additions to the list.

- Issues will include things like price, delivery schedule, payment terms, packaging, quality of product, length of contract etc.

- At this stage issues are kept general and no concessions are made or agreements reached