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unacceptable offer, do not be bluntly critical of it because it may only be an opening
offer, which you may have to negotiate about first. Therefore, starting on a positive
note may set the tone for the rest ofthe meeting, and help to keep hostility levels low.
How To Keep The Negotiation Session Successful
According to Fuller (1992:132) it is important to ensure that the negotiation
session is steered towards success. Keeping the meeting on track can do this. One way
to do this is to ask a question once the discussion goes off track. It is also important to
listen attentively while the other side presents its case. Interrupting them will make
them do likewise when you are talking and what is being said will not be understood.
Another suggestion IS
to summanse what has been agreed upon in each
negotiation session and agree on the agenda for the next session. When the negotiations
have been concluded it must be agreed who will write the negotiation document. Ifyou
can do the write-up, you will be in a position to control what it says, which is very
important.
How to Dominate Meetings Without Anyone Realising It
It is always to one's advantage to maintain control of the discussion during
negotiation because it presents an opportunity to drive the negotiation towards one's
plan. However, this must not be done overtly because it might lead to resistance from
the opposition.
Dominance can be established by stating how you can help solve opponent's
problems in a business-like manner. Such a stance will make the opposition willing to
cooperate, and create credibility or you. Fuller (1992:133) suggests you even state your
willingness while standing. Your dominance can also be stamped by suggesting when
you should take breaks, when you have a strategic reason for doing so.
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