Chapter 4 Preparing for Negotiation n n 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. In this chapter you will learn how to: schedule for the first meetings set the age
