4.1.1 Flights, ground transport and traffic 4.1.2 Jet lag, weather and health issues 4.1.3 Clothing 4.1.4 Culinary 4.1.5 Holidays and religions 4.1.6 Gifts
Chapter 4 Preparing for Negotiation

Good preparation has an immediate impact on the opening stages of a negotiation, which set the tone for the rest of the meetings. This chapter covers some points in preparing for negotiation such as what to consider when scheduling for the first meetings, setting the agenda, deciding where to meet, the physical preparation of the meeting room and establishing objectives etc.
4.2 Setting the agenda

From a communication point of view，the process of structuring and controlling a negotiation focuses on the importance of setting an agenda and a procedure for the meeting. The agenda includes the order of the issues to negotiate and its main negotiating methods like what to negotiate first, what others to negotiate later and what is the final goal to attain etc. Whether the agenda is reasonable or not determines the efficiency of the negotiation.
4.3.2 Issues and positions


Any information upon which there is disagreement can be organized into the negotiation issues. That is to say that the issues are the things on which one side takes an affirmative position and the other a negative position. Issues should be pragmatic, for it is difficult to make a definite judgment about unrealistic issues.



4.2.1 Taking a proactive role 4.2.2 Visitors and agendas 4.2.3 Negotiating agenda 4.2.4 Accommodating the social aspects
4.3 Preparing for negotiation


Each position is the sum of all the issues involved. Some negotiations have many issues. Some negotiations have many issues. Some issues are broader than others. With the resolution of the broader and more important issues, some of the minor ones seem to disappear or be resolved. As new facts are developed in fact-finding and negotiation, the posture that one takes on an issue may change, and so will the position change.

The first impression each side makes will most likely have a major effect on the style, progress, and eventual outcome of the negotiations. Scheduling the first round of meetings is an important task for both sides and should be handled in a manner that preserves the professionalism of all the attendees.
In this chapter you will learn how to: ● schedule for the first meetings ● set the agenda ● prepare for negotiations
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4.1 Scheduling the first meetings

4.3.1 Establishing objectives Any negotiation should be oriented by its objectives. The objective is the prerequisite of negotiation.


The key elements of negotiation objectives In different stages of negotiation the objectives are different.