How do you use the agenda to manage the negotiation process and pace?

-setting an Agenda with set goals or desired outcomes is critical when arranging a meeting. On top of allowing for alligning expectations, outcomes and tone of the meeting, it is also an excellent way to see if there are other topics or burning issues that may have not been previously raised that would impact the meeting

Having an agenda ready prior to negotiation process (and most of the meetings I would say) is that helps you in: - Clarifying the objective, the tone and importantly key milestones that you want to achieve - It allows the invitees and yourself to prepare accordingly - It helps you set apropriate duration of the meeting and get right stakeholder involved. Additionally, it contributes to how your collaborators perceive you - setting and sending an agenda upfront of any meeting is a big plus (and should be followed-up by meeting minutes :)).

Num momento onde o tempo é tão precioso no panorama atual, ter uma gestão de agenda e pauta é vital para a assertividade e direcionamento das reuniões e negociações, quais sejam.

De forma geral, negociadores mais experientes compreendem com mais facilidade o poder que quem organiza a agenda possui em uma negociação. De forma sucinta, é essa pessoa que pauta o que (e quando) será discutido nas reuniões. Se olharmos para o conceito de estratégia - articulação, no tempo e no espaço, dos meios a serem empregados em uma ação - entendemos a sua real importância. Ele pode, por exemplo, pautar discussões de questões mais consensuais no início, criando assim um efeito “teia de aranha” para promover uma criação de laços entre as partes, gerando assim um ambiente mais favorável ao acordo. Se, do contrario, o acordo não for a sua meta, pode pautar questões que promovam discussões mais acaloradas.

A agenda de ritmo da operação negocial é fundamental para mantença do clima organizacional, bem como, promove um acompanhamento das necessidades diárias, obtendo-se o resultado como consequência!!!

Before crafting the agenda, do your homework: research the other party's needs & goals, identify your own interests & BATNA (Best Alternative To a Negotiated Agreement), analyze issues & options, define your negotiation strategy. This prep creates a roadmap for key topics: scope, deliverables, timelines, costs, risks & benefits.

Before crafting the agenda, do your homework: research the other party's needs & goals, identify your own interests & BATNA (Best Alternative To a Negotiated Agreement), analyze issues & options, define your negotiation strategy. This prep creates a roadmap for key topics: scope, deliverables, timelines, costs, risks & benefits.

A lista de tópicos é o ponto vital da estratégia de montagem de agenda. Sem esquecer o principal: o tempo e disponibilidade do cliente, entender e desenvolver a sua "dor"..

Share a draft agenda with the other party to agree on the topics. This fosters cooperation and mutual respect while ensuring that both sides are aligned on what needs to be discussed. It also helps avoid surprises during the negotiation.

1. Start by listing the key issues that need to be addressed in the negotiation. These should be based on both parties' interests and concerns. Prioritize topics that are most critical to achieving a successful outcome. 2. For each agenda item, define specific objectives or outcomes you wish to achieve. For example, you might want to resolve pricing differences, finalize contract terms, or agree on delivery schedules.

Geralmente utilizo a linha, introdução, agradecimento, descrição, provocação, nova descrição, perguntas e finalização. Tal linha de construção promove ainda uma interação muito eficaz com o cliente

The agenda, guiding the negotiation from introduction to handshake, should start with greetings, introductions, and purpose confirmation. Following that, review background, context, and acknowledge past agreements. The discussion explores interests and positions, then generates and evaluates solutions. Bargaining ensues with offers and concessions to reach an agreement. Finally, closing summarizes key points, clarifies concerns, and confirms next steps.

Existem diversas ferramentas que ajudam na divulgação da agenda: desde o meet, ao zoom, trelo, calendly e vários outros que garantem publicidade e ajuste nas agendas de parte a parte

A complexidade de negociação de uma reunião deve ser levada em conta sempre quando vc estiver montando a sua pauta da reunião... Não pode ser fixa ou rígida, sob o risco de vc acbar sendo "surpreendido" pela arguições do cliente

The leverage a party has over other in a negotiation may also play a role in agenda setting e.g. A party with position of leverage may insist on resolving (usually in their favour) the principle issues first than looking at resolving the low hanging items at beginning to start progress and build the environment of mutual trust, respect. Your leverage in the negotiation should be assessed before the start of negotiation to prepare for and decide on overall negotiation approach.

Through experience, I’ve learned that every successful negotiation starts with a clear outcome. That’s why I include the purpose right at the top of the agenda—it serves as a crucial anchor for the conversation. When discussions veer off track or dive into rabbit holes, referring back to this purpose helps refocus the group. Time is precious in negotiations, so I also assign time frames to each agenda item. If a topic requires more discussion, I schedule a follow-up with a smaller subgroup to dive deeper and report back. This approach keeps the process efficient, productive, and aligned with the original goals. Don’t be afraid to be a time keeper, many in the room will thank you.