- •Content module 1. Theoretical aspects of business protocol theme 1. Preparation and organization of negotiations
- •1. Business letters – the beginning of business relationships
- •2.Cultures in negotiating
- •3.Country specific negotiating styles
- •1. Business letters – the beginning of business relationships
- •2.Cultures in negotiating
- •1. Language
- •2. Expectations
- •3. Preparation
- •4. Attendance
- •5. Punctuality
- •6. Agenda
- •7. Chair
- •8. Participation
- •9. Consensus
- •10. Follow-up
- •3.Country specific negotiating styles
- •Interpersonal Relationships
- •Theme 2. The negotiating worksheets
- •2.Notes during negotiations
- •3.Minutes and reports
- •Points to remember about minutes
- •Key verbs
- •Special reports
- •Technical terms
- •Theme 3. Negotiations – an integral part of successful business
- •Effect on Customers
- •Inter- an-company negotiations
- •2.Types of negotiations and main negotiating process approaches
- •3.The phases of negotiations
- •Features of adversarial bargaining
- •Features of co-operative bargaining
- •4. Planning negotiation
- •Objectives
- •Information
- •Concessions
- •Strategy
- •5. Opening Negotiations
- •Content module 2. Practice of business protocol theme 4. The negotiation process
- •People who are successful negotiators have a well thought out strategy before going
- •Stage 1. Establish the issues
- •Stage 2. Gather information is a vital part of the negotiation
- •Stage 3. Build a solution
- •Interpersonal Power
- •3. Behavioural analysis
- •4. How to deal with behaviour styles Some ideas for dealing with the different types
- •2. Negotiating tactics
- •The monkey on the back
- •The use of higher authority
- •Nibbling
- •The good guy and the bad guy
- •Body language
- •The use of silence
- •The vice
- •The power of legitimacy
- •The low key approach
- •2. The Flinch
- •3. Deferring to higher authority
- •4. Good Guy, Bad guy
- •6. The hot potato
- •7. Splitting the difference
- •8. The trade off
- •9. Funny money
- •10. The walk away
- •11. Delaying & stalling
- •13. Personal attacks
- •14. The withdrawn offer
- •3. Batna - Fall-back situations
- •4. Movement and concessions Making the First Move
- •Further Movement and Concessions
- •Bargaining
- •Theme 6. Closing negotiations
- •Overcoming the price objection
- •2. Reaching agreement
- •3. Conflicts and how to arrange them
- •4. The closing stages
- •5.Concluding a contract
- •Supplement - behaviour in negotiations
- •Literature і. Основна література
- •Іі. Додаткова література
- •Ііі. Нормативні матеріали Міністерства освіти і науки України та Донецького національного університету економіки і торгівлі імені Михайла Туган-Барановського
3.Minutes and reports
Before understanding what minutes are we must understand what is meant by a meeting. A meeting is an assembly of persons for a specific purpose. The word meeting therefore implies the coming together of at least two persons.
It is important to recognise the difference between minutes and reports. Minutes, in most cases, are the record of actual decisions, recommendations, and memoranda. Reports are written in narrative form and contain an analysis of the matter reported on, with or without recommendations.
Minutes is a clear, correct, and concise record of business discussed and decisions reached at a meeting. They are later approved at the next meeting of the company, club or committee when they are read by the Secretary, approved by the meeting, and signed by the Chairperson as a true record. Should any alteration(s) to the minutes be necessary they should be agreed by the meeting, written in by the Secretary, and then signed by the Chairperson.
In some cases the minutes may have been circulated beforehand by the Secretary and, if the approval of the meeting is obtained, they may be 'taken as read'.
There are three separate actions involved in the compilation of minutes:
the taking of minutes in note form;
the drafting of minutes;
c) the recording of the minutes in the Minute Book.
To begin with the taking of minutes can be somewhat daunting; but ease comes with experience. It is important to remember that it is only those points relevant to the final issue that are to be recorded - and of course the actual decision itself.
The drafting of minutes should be done as soon as possible after the meeting. Long involved sentences are to be avoided because they can lead to ambiguity. And punctuation should be kept to the necessary minimum. After drafting, compare your minutes with the agenda for the meeting; this will help to make sure that nothing has been overlooked.
For purposes of record and reference, minutes are written up in a Minute Book or in a separate File of Minutes. This record of the meeting should include:
a) the date, the time, and the place of the meeting;
b) the names of those present (usually possible only at small meetings);
c) the exact wording of any resolution spassed, and the names of the proposer and seconder.
Points to remember about minutes
a) Minutes are needed because members of committee have to know what was decided in committee and by whom. They must provide relevant and acceptable evidence of the decision resolved.
b) Style of minute taking varies. Note, however, that short sentences have the advantage of being non-ambiguous and more easily understandable.
c) Minutes should be clear and accurate; above all else, they must be objective. They constitute a permanent record of decisions taken; therefore, they must be intelligible at any future reading.
d) Minutes must contain: a clear identification of the meeting; which committee; which meeting, where and when held; who attended. Where necessary, a brief indication should be given of significant points made in discussion before decision.
e) Finally - the most important part of minutes - the unambiguous record of decisions.
