- How to prepare to negotiation in a proper way
- The importance of the main factors while setting a meeting
- Understanding the importance of the preparation stage to negotiation
- Choosing the correct terms to conduct a negotiation, thus improving the possible outcome of the process
- Influencing the different aspects of negotiation, which can make the difference between a success to failure
The course includes the following modules:
1.  Introduction - The importance of preparation
In this lesson, you will understand the importance and significance of proper preparation to negotiations, often related to as PPP – Purpose, Process, Payoff, or as we prefer to address it – PPP: Prepare, Prepare, Prepare.
As a first step, in order to create an effective process and avoid “interrupting parties”, we must think and decide who are the parties that we wish to negotiate with. Whose presence is crucial to the process, who is supposed to be a part of the process, their roles, their ambitions and their potential contribution to the process. In this lesson, we will learn about the importance of planning and organizing the participants, in order to establish a constructive communication and avoid distractions.
Timing is everything? Not necessarily. When engaging a negotiation process, we need to try and influence the time when it will take place, in order to fit all parties and ideally accomplish its goals. The meaning of timing goes further than just the “when” – time of day, exact hour or even which day of the week. Timing can be referred to as the situation itself, which can be related to the period, the term, or in certain cases the entire era. In this lesson, we will see that the timing of the process impacts the chances of success. An improper design of the timing, included the time invested in the design itself, can cause frustration where it can be prevented. As much as it depends on us, we must think and decide on the optimal time to set the meeting and how to coordinate it.
What is the desirable atmosphere for the specific process, and how can we enable it? The ability to set, or even only affect the atmosphere, is a major factor in the preparation of the negotiation process. Atmosphere is not only determined by the number or the quality of negotiating parties, but from various external factors which with relatively small investment can be influenced, and again increase our chances of affecting the process and therefore the outcome. In this lesson, we will learn how to set the right atmosphere for the negotiation process and what are the actions which will assist us in creating a promoting atmosphere, such as: making a preliminary phone call, coming to the meeting with a small gesture, maintaining eye contact and more.
When discussing the location of the meeting, we first need to decide over the desirable atmosphere and therefore try to find out what will be the place which will enable the existence of that atmosphere.