登陆注册
55945000000010

第10章

DEVELOPING THE NEGOTIATION AGENDA

After you have finished your negotiation preparations and rehearsed the plan, your next step is to develop an agenda for the actual negotiation session. The agenda is a critical tool for getting the negotiations started right—and asserting control over the pace and the process. The agenda will also be how you let the other side know critical things like location, time, and access requirements without giving them your entire negotiation plan.

The agenda should first cover general information such as time, location, breaks, duration, points of contact, and seating capacity. Next, list the negotiation issues you plan to discuss in the priority that supports your strategy. You should then send the agenda to the contractor in draft form, labeling it a "proposed agenda." Make sure to give the contractor enough time to respond.

When you send out your draft agenda, ask who the lead negotiator will be and what authority he or she has to finalize any agreements or changes you decide on during the negotiation session. Ask how many people will attend the negotiation, who these folks will be, and what expertise they represent. The main reason is to make sure you have enough chairs, refreshments, and the like, to accommodate them. Another reason is to make sure your team matches their expertise—person for person.

When you get your draft agenda back from the other side, with or without comments, you can finalize the agenda. Any comments that come back on your draft agenda will give you additional insights into the other side. If the contractor has provided comments or suggestions, you don't necessarily have to change your agenda—that's totally your call. Remember, you control the process.

Update your agenda as you like and change it from "draft" to "final." Make sure to provide a copy to everyone who will attend the negotiation session on your side, as well as to key members of your supporting cast who may not actually participate in the negotiation (e.g., program staff), the contractor, and your boss.

Manager Alert

Ask how many people will attend the negotiation, who these folks will be, and what expertise they represent. The main reason is to make sure you have enough chairs, refreshments, and the like to accommodate them. Another reason is to make sure your team matches their expertise—person for person.

同类推荐
  • The Death of why?

    The Death of why?

    In this impassioned critique of America's growing disengagement from civic life and ideals, Drum Major Institute Executive Director Andrea Batista Schlesinger dissects the forcible erosion of our youngest generation's capacity for inquiry and provides recommendations.
  • Walk Out Walk On

    Walk Out Walk On

    No One Is Coming to Help. Now What? In this era of increasingly complex problems and shrinking resources, can we find meaningful and enduring solutions to the challenges we face today as individuals, communities, and nations?
  • Consensus Through Conversations

    Consensus Through Conversations

    Dressler shows how to cultivate six "stances" —mental, emotional, and physical — that will keep you steady, impartial, purposeful, compassionate, and good-humored. he helps you keep your cool and make the kind of inventive, split-second decisions these pressure-cooker situations demand.
  • The Laws of Lifetime Growth

    The Laws of Lifetime Growth

    Growth is a fundamental human need it is at the root of everything that gives us a feeling of accomplishment, satisfaction, meaning, and m.nuoha.com this inspiring book, Dan Sullivan and Catherine Nomura offer ten simple laws that will help you continue to grow throughout your life.
  • Be the Hero

    Be the Hero

    Author Noah Blumenthal shows that we are all master storytellers. These aren’t the stories we tell around the watercooler or the campfire. They are the stories we tell ourselves—the ones that rattle around in our heads and move us to emotions and actions.
热门推荐
  • 天行

    天行

    号称“北辰骑神”的天才玩家以自创的“牧马冲锋流”战术击败了国服第一弓手北冥雪,被誉为天纵战榜第一骑士的他,却受到小人排挤,最终离开了效力已久的银狐俱乐部。是沉沦,还是再次崛起?恰逢其时,月恒集团第四款游戏“天行”正式上线,虚拟世界再起风云!
  • 快穿之拒绝炮灰

    快穿之拒绝炮灰

    想要改变女配花痴脑残形象吗?想要逆袭金手指大开男女主吗?!!世界怎么如此不公,只围绕男女主转悠呢~哼哼
  • 天行

    天行

    号称“北辰骑神”的天才玩家以自创的“牧马冲锋流”战术击败了国服第一弓手北冥雪,被誉为天纵战榜第一骑士的他,却受到小人排挤,最终离开了效力已久的银狐俱乐部。是沉沦,还是再次崛起?恰逢其时,月恒集团第四款游戏“天行”正式上线,虚拟世界再起风云!
  • 东征纪行录

    东征纪行录

    本书为公版书,为不受著作权法限制的作家、艺术家及其它人士发布的作品,供广大读者阅读交流。
  • 精灵的次元远征

    精灵的次元远征

    假如神奇宝贝发动次元入侵的话,会发生什么?答案就在天攸大陆!大约四百年前,名为口袋妖怪·世界的游戏降临,数据生物精灵与古老的炼金使合体,精灵使应运而生,随后二者共同建立了辉煌的精灵文明。可是,为什么别人家的皮神辣么可爱,为毛我家皮神会这么凶残这么贪吃,而且整天中二地叫嚣着实行次元入侵计划,企图征服世界呢?又名《皮卡丘的次元远征》《别惹那只皮卡丘》《我的皮神不可能这么凶》注:这是一只邪恶皮神带着一名穿越者,以搞笑而且邪恶的凶残手段,玩坏异世界的故事。
  • 我家鼠子成精了

    我家鼠子成精了

    成米粒买了一只很有灵性的小仓鼠。它很粘着自己,喜欢爬她到肩膀上。她喜欢看着小仓鼠洗澡,因为它动作很优雅,每次她把手伸进去摸它的小爪子,它都乖乖的让自己摸。直到有一天…… 双洁,甜文,男主小娇气x女主无限宠 不喜欢就自觉离开,不需要您哔哔赖赖 谢谢合作
  • 冲喜千金重生路

    冲喜千金重生路

    官仓失火,做县丞父亲被人栽赃,重病祖父因此惊吓辞世。八岁弟弟遭遇瘟疫,命悬一线。伯父伯母乘机霸占房产。为了给母亲谋得一席之地,怀瑜被逼替嫁堂姐,去给奄奄待毙姐夫冲喜。冲喜功成,怀瑜却成了鸠占鹊巢之鸠,最终死在伯父伯父阴谋之下。重活一回,怀瑜决定步步为营,守护家人,拒绝悲剧,改变厄运。努力改变自己人生轨迹,为自己谋求一条康庄幸福之路!
  • 游戏掳我到三国

    游戏掳我到三国

    靠颜值吃饭的游戏宅男章泽,被游戏系统带到了三国时期,他是怎么样从一个小白到能和曹操称兄道弟,从默默无闻到士子偶像,在乱世之中占有一席之地,请看下文分解!
  • 职场大富翁

    职场大富翁

    快递员、家教、医生...这些隐藏着各种奇葩成就的工作,出现在了一个刚毕业的大学生面前,这是一个挑战各个职业的成就系统,超强的属性加成,能否成功帮他完成SS级工作挑战?不会送外卖的水电工不是一个好老师。
  • 我和我的魔法师妹妹

    我和我的魔法师妹妹

    正确,真的只能按照结果来判定吗?结果最优,那么就真的是正确吗?……“上一个时代的最强魔法师”这个称号属于我的父亲,因为“概念魔法”的试验,父亲的魔力发生泄漏,成为世界的罪人,于1999年失踪,留下了我和妹妹。十年后,我和妹妹都成为了魔法学校中的三流魔法师,过着普普通通的生活,父亲留给我们的,只剩下了别人对我们的评价:“罪人的孩子”。PS:阅读顺序:风之书→林之书→火之书→山之书