NEGOTIATING SUCCESSFULLY UsING AN | AGENDA I. certain types of negotiation, it is helpful to draw up an agenda — a written list of 28 Try to set the issues to be debated. Use an agenda to gain agenda — it will agreement from all the participants, before influence the rest the negotiating begins, on the areas that are of the meeting. to be discussed or left out altogether. Points To RemeMBeR) = DRAFTING AN AGENDA @ Ikems should be allocated a fixed The items to be discussed on an agenda can period of time on an agenda. become a central part of negotiating strategy, A draft agenda shouldbe sent to through both the order it which they are to be all parties In advance. considered and the me that is given to each. It is 9 Typed agendas should have wide therefore sometimes necessary t0 hold extensive margins for making notes. discussions in order to drait an agenda before © Supplementary papers should be negotiations begin, Bear in mind when drafting an distributed with an agenda, agenda that it should @ Agendas can be so importane. -—-@ Formally define what the discussion is about; that sometimes their content @ Informally influence the substance of the needs to be negotiated discussion by prioritizing issues WRITING AN AGENDA Termination Negotiations Datails of meeang ‘An agenda helps to focus Jy 240, 900 gem, ead agende negotiation an its Beara Room aims and objectives. Since é - Eres negation cabo OR) meng, parts of the discussion may also be lost if Use a recorder to batteries have to be changed; and casseties take down comments or rarely last the duration of a negotiation notes uicely and easily. 581NEGOTIATING SUCCESSFULLY CREATING THE RIGHT ATMOSPHERE he outcome of a negotiating session can be influenced by the environment in 31 Do not runa which it is held. Create a positive atmosphere negotiation longer for opposing teams from the outset oj the than two hours proceedings by making the location suitable without a break, for the size and nature of the occasion. DECIDING ON LOCATION There are many considerations to take into account 32. keep a clock on when selecting a location, including convenience, the wall so that neutrality, and facilities. Do you requize audio-visual aids or flip charts? Do you need to rent them, and everybody can se from whorn? How long are the facilities reserved? what time it is. Can you stay overnight nearby if agreement is not reached within one day? Choose a location that fulfills as many of your requirements as possible TYPES OF LOCATION FOR NEGOTIATIONS LOCATION FACTORS TO CONSIDER Home Grounp © I is easy for you to organize strategic interruptions. ‘An office or room in © cis difficult to avoid unplanned interruptions your company building is I is easy to call on your own in-house experts for relevant considered home territory. contributions to the negotiations. NEUTRAL GrounD © Neither party gains the upper hand because of thelr familiarity with the location. The office of a third party, @ Both sides need to “ship in" their experts and any (or 2 rented public r00% considered neutral ground. background material they might require. Away GROUND © Lack of familiarity with the surroundings can be disturbing. Away ground is an office ‘You have no control of the logistic. ‘or room belonging to the @ You can procrastinate by saying that you need to refer the other negotiating party. matter back to someone in your office. 582