Preparing the ground for negotiations

Negotiation is a meeting of 2 or more people with the aim of reaching an agreement on a specific subject usually resulting in a written agreement or contract

- very important to get prepared for the negotiation regardless the fact how many people will be engaged; some countries prefer 1 person negotiation, others team negotiation
- if there is a ream representation on our side, we have to decide on the targets and results we want to reach and the role of each participant in reaching these goals as well as the tactics our team is going to follow
- we have to decide whether the negotiation will be held on formal or informal bases
- we should have all data necessary for a smooth procedure prepared beforehand
- it is necessary to be informed on all the aspects of the culture of the country in question (e.g. history, traditions, religion, customs, business ethics {e.g. being on time})
- we can have:
• Task oriented approach – focusing hardon specific issues and getting down to business immediately
• People oriented approach – putting stress on the social contact which may lay the basis for possible future relationship (social conversation, talking business over the lunch, inviting the partner to our house)
- the approach should be balanced