Planning, Negotiation

Prior to a negotiation, both parties will set clear objectives and develop a plan as to how the negotiation may play out. Typical activities in negotiation planning include setting objectives, understanding the likely goals of the other party, deciding a sequence of issues, identifying knowledge gaps and the questions needed to be asked, allocating roles and responsibilities, choreographing the initial greeting and the first 15 minutes, and developing a ‘script’ of who will say what, when and how to persuade the other party. Most negotiators identify planning as a key negotiation activity, and to be effective the ratio of planning time to negotiation time should range from 1:1 to 1:3 depending upon the value and criticality of the issue at hand. See also Negotiation and Persuasion.

Business Acumen and Commercial Skills training is available at Academy of Procurement.

« Back to Glossary Index

Discover the world’s largest Glossary of Procurement terms

With over 800 Procurement specific terms (and growing) you will find everything you need to know or thought you knew about the Procurement function. Our aim is to provide you with a comprehensive list collated from the Comprara Groups hub of training and consulting source materials.The Procurement Glossary has been compiled by industry expert Paul Rogers.