Opening Stage of the Negotiation Process

The opening stage of a negotiation is where the parties first come together. It sets up a shared basis for the negotiation to come.

When you are opening your negotiation, there are seven things you need to cover. So, I'll take you thorugh each of them in this video.

The Opening Stage is the second step in the basic negotiation process.

Watching this video is worth 3 Management Courses CPD Points*.
(See below for more details)

This video is part of course module number 5.2.1
Program 5: Managerial Skillset
Course 2: Negotiation
Section 1: Basic Negotiation Process

Other videos about the Fundamental Model of Negotiation include:
. Fundamental Model of Negotiation -    • Fundamental Model of Negotiation - th...  
. Preparation Stage -    • Preparation Stage of the Negotiation ...  
. Opening Stage -    • Opening Stage of the Negotiation Process  
. Bargaining Stage -    • Bargaining Stage of the Negotiation P...  
. Negotiating Team Roles -    • Negotiating Team Roles in the Negotia...  
. Closing Stage -    • Closing Stage of the Negotiation Process  
. Negotiation Follow-up -    • Negotiation Follow-up - after the Neg...  

After this set, look out for 5.2.2 - Key Concepts on Negotiation

LESSON NOTES
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There are seven things you need to cover in the opening stage of a negotiation.
The order I suggest is ideal – you can’t always achieve this.
But you do need to cover off all seven.

1. Make a strong first impression
2. Build rapport
3. Check the level of authority they have to make commitments and deliver a final agreement
4. Agree the basis of the meeting - the decision process
5. Agree any admin and ground rules
a. Timings
b. Agenda
6. Establish their outcome
7. Set out your outcome
Items 6 & 7 are sometimes reversed

RECOMMENDED EXERCISE
======================
1. In your Negotiating Notebook, create a simple one-page checklist for next time you start a negotiation. (2 MC CPD Points)
2. Another important consideration at the start of a negotiation meeting is the layout of where people will sit in the meeting room. We have two videos that will help you think this through. Watch:
a. Power in the Meeting Room: Psychology of Seating Positions
   • Power in the Meeting Room: Psychology...   (score the MC CPD Points for that video)
b. Seating Psychology in One-on-One Meetings
   • Seating Psychology in One-on-One Meet...   (score the MC CPD Points for that video)

DOWNLOADS
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Free Resources
CPD Tools - https://gum.co/MC-CPD
Paid resources
Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3)

RECOMMENDED READING
=====================
Negotiate Wisely in Business and Technlogy (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ

Management Courses Continuing Professional Development (CPD) Points
===========================================================
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it here: https://gum.co/MC-CPD

Each video has two levels of MC CPD points. For this video:
If you simply watched the video, record 3 MC CPD points
If you also carried out all of the recommended exercises, score a total of 5 MC CPD points
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Links to our book recommendations are affiliated through Amazon

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