Set the agenda – for more control in negotiations!
Crucial negotiations can arise regularly: contracts need to be concluded, prices re-set and conditions adjusted. Whether you are talking about long-term contracts, discounts or delivery conditions – a well-thought-out agenda is the first tactical measure for negotiating success.
Why? Because whoever controls the agenda also controls the course and content of the negotiation. A well-thought-out agenda provides structure and strengthens your position by focusing on your goals and steering the negotiation in a targeted manner. Make it your goal to always set the agenda.
But what makes a strong agenda?
- What is discussed
- The agenda determines which topics are discussed and which are not. This way, the focus is on what is important for your position. Unnecessary discussions are left out, and central points get the space they deserve. Which topics are indispensable for you? Where is there room for maneuver? Clarify your priorities in advance and consider how you can steer the negotiation in line with your objectives.
- In which order
- The order in which you address the topics allows you to guide the course of the negotiation. Start with the simpler topics, with points on which there is consensus – this creates a positive and constructive atmosphere and makes it easier to move on to more difficult topics. The order of the topics is therefore also a tactic for controlling the flow of the negotiation.
- With which time approach
- Plan clear time frames. This helps you keep an overview and prevent discussions from going off track. The focus remains on the key topics, and you create space for all the important points. Remember: time is a factor that significantly influences negotiations.
- What is not up for debate
- Determining what you consciously exclude protects you from unwanted or unimportant points weighing down the negotiation. This strengthens the focus and creates clarity for both sides.
Sharing the agenda in advance is a strategic advantage.
Share your agenda with the other party in advance. Through transparent communication, you give the negotiating partners the opportunity to prepare for your topics and to suggest possible additions or changes. This signals a willingness to work together and promotes a constructive climate. If your negotiating partner beats you to it, do not accept the agenda uncritically. The agenda is your negotiation tool – don’t let this control slip out of your hands and insert your comments and remarks.
An agenda could be formulated as follows, for example:
“Dear Mr./Ms. XY, I am looking forward to our appointment. I would like to discuss the following points: (insert topics). If you have any comments or additions, please let me know by (date).”
This will help you create a coordinated basis and ensure that your main demand (“anchor”) is introduced into the conversation in a targeted manner. A strong first anchor is a strategic step: it offers a clear, realistic opening position and anchors your objectives in the mind of your negotiating partner.
Conclusion: The agenda as the first strategic negotiation tool
A clearly defined agenda is more than just a formality – it is a strategic tool that allows you to actively and purposefully guide the negotiation. Whoever controls the agenda controls the process. Prepare thoroughly, set your priorities and go into the negotiation with a clear structure.
These steps put you in control of the process and create a solid basis for a successful and productive negotiation.
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