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Conducting a Negotiation - Part IV

Phrasing a proposal:

It is important that you present your initial proposal fluently and with confidence so you are taken seriously by your opponents. While speaking, emphasize the need to reach agreement, saying, for example: “I know that everybody here today is eager to see this project move forward as quickly as possible”. When making your proposal, explain the conditions attached before making your initial offer. Summaries you offer briefly, and then keep quiet to show that you have finished, and to allow the other party time to digest your words.

Things to do:

1. Listen carefully to your opposition-their wishes may be closer to yours than you expect.

2. Be willing to adjust your strategy if you can see a compromise    early on in the proceedings.

3. Make your initial offer unrealistic, and compromise from that      point onwards.

4. Take notes of all the offers made, trying to record them verbatim.