http://www.essec.edu | Alain Lempereur, Professor at ESSEC Business School presents the key elements of a successful negotiation. Preparation is the first step of a good negotiation. You need to prepare for the people you represent, the people you will negotiate with and the stakeholders.
You need to prepare for the problem. Your motivations, solutions at the table, solutions away from the table and your justification should all be adressed when dealing with the problem. Then you take care of the process: organization, logistics and communication.

More information about Professor Alain Lempereur: http://www.essec.fr/professeurs/alain-lempereur