A negotiation or a meeting does not only start when you meet at the table. It actually starts as soon as you contact, often by telephone, the person or the people you want to talk to and suggest to organize a discussion.
During that first,
preliminary conversation
, one should not only decide when and where to meet. The quality and efficiency of an upcoming meeting can be markedly increased if the following questions are also discussed : what is the reason for being of this negotiation, how do we want to structure it and how do we want to conduct it. The preliminary conversation is the first stage of a successful negotiation process. The next ones are:
- the preparation of the meeting
- the meeting itself
- the debriefing
Regarding a preliminary conversation
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you can plan in eight steps a successful preliminary conversation. At the end, you get a detailed result sheet summarizing your notes, an agenda, a list of To Do's, and useful tips. The tool is a web-app. You can operate it on different devices and browsers, without having to download a program.
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