Section 3: Preparing for negotiation

Section 3: Preparing for negotiation

1. 3.1: Evaluate cost & Prices

   • Types of Cost
   • Break even analysis
   • Costing methods
   • Volumes, margins & Mark up
   • Negotiating prices

2. 3.2: Economic factors on negotiation

   • Micro economics
   • Macro economics
   • Sources of info on Micro & Macro

3. 3.3: Variable of negotiation

   • Setting objectives
   • The bargaining Mix
   • Positions & Interests
   • Opening and presenting issues

4. 3.4: Analyse the resources

   • Choice of location
   • Involving colleagues
   • Telephone /web meetings
   • Room layout and surroundings