Chapter 36
Opening the Negotiation
So, you’ve planned it, prepared for it, and now the big day has arrived. Your team members and members from the other side have filed in and taken their places in your well-prepared negotiation room. Although we know the negotiation really started long ago, when you sent out your first draft agenda, the hour is here to start the negotiation event. There’s small talk and chit-chat, but soon all eyes start wandering to you, waiting for you to start the proceedings. How do you start? What do you do? First impressions are lasting impressions, so a strong opening is crucial to setting the tone for the entire negotiation.
Here’s a suggested checklist for you to use to make sure you get that strong opening:
1. Introduce ...
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