Opening a negotiation is a fundamental step that sets the tone for the entire negotiation session. Here are some tips to get you started on the right foot:
1. Create positive vibes in your opening speech
Highlight your team’s open-ness to the other party’s interests or concerns. Affirm your commitment to the negotiation as a joint effort to reach agreement and that you respect their expertise and experience.
2. Discuss expectations
People may go into a negotiation with different assumptions about what to expect. One party might presume that everyone will have an open discussion of the issues first, but the other party may expect proposals to be made upfront. Listen carefully to what is being discussed and this may give you an idea of the negotiating angle of the other party.
3. Clarify the agenda
Take the chance to ensure that both parties agree to the issues to be covered for the negotiation session. Everyone needs to achieve a common understanding of what needs to be discussed.