This document discusses various types of business meetings and negotiation. It notes that on average professionals spend over 4 days per month in unproductive meetings. Good meetings have a clear agenda and follow-up plan, while bad meetings are a symptom of poor organization. Different types of meetings are outlined like staff meetings, problem solving meetings, and annual general meetings. Effective negotiation requires preparation, understanding different cultural approaches, and taking either a collaborative or competitive approach.

1. BUSINESS MEETINGS AND
NEGOTIATION

2. COST OF UNPRODUCTIVE MEEETINGS
• Most professionals attend an average of 61.8%
meetings per month.
• 50%of this meeting time is wasted.
• Professionals lose 31% hours per month in
unproductive meetings or approximately four work
days!

3. “FREQUENT MEETINGS ARE A SYMPTOM OF A
BAD ORGANIZATION.
THE FEWER THE MEETINGS, THE BETTER.”
PETER DRUCKER

4. OBJECTIVES
• Sharing information
• Improving performance and productivity
• Formulating policy
• Fixing targets
• Addressing concerns of empolyees
• Dealing with gaps in communication
• Removing doubts
• Ensuring implementation of policies

5. ATTRIBUTES OF A GOOD MEETING
• A well-planned agenda that matches method to
purpose and lays out who needs to discuss what.
• A high level of collaboration and sharing,
welcoming conflicting opinions
• Team leader in the role of a facilitator
• A well-defined follow-up plan.

6. MEASURABLE ATTRIBUTES:
Features such as agenda, duration,
attendance, follow-up plan etc.
NON-MEASURABLE ATTRIBUTES:
Features such as quality of participation,
leader’s communication style, creation of
trust, motivation of employees etc.

7. SKIP LEVEL MEETING
An individual/group is allowed to meet the senior
management.
It involves “skipping”one’s own reporting manager
and talking to those higher up.
It is important during:
downsizing
mergers
re-engineering
restructuring
organizational shifts

8. STAND-UP MEETINGS/ DAILY SCRUM
• It’s a daily team meeting held to provide
status updates to other team members.
Objectives are:
1. What did the individual do yesterday?
2. What will he do today?
3. Are there any bottlenecks?

9. • PERFORMANCE APPRAISAL MEETINGS
• STAFF MEETINGS
• PROBLEM SOLVING MEETINGS
• ANNUAL GENERAL MEETINGS

10. A TYPICAL AGM
• OPENING REMARKS
• APOLOGIES (If Any)
• Minutes of the previous AGM
• Matters arising out of previous AGM
• Presentation of the Annual report
• Adoption of the Annual report
• Adoption of Accounts
• Appointment of an auditor/examiner
• Election of office bearers
• Discussion of any other competent business
• Closing remarks

11. MINUTES OF A MEETING (MOM)
• AGENDA
• ATTENDEES
• ABSENTEES
• DECISIONS
• ALLOCATIONS

12. MEETING ETIQUETTE
• DO’S OF A MEETING:
• Be prepared for the meeting
• Keep briefcase on the floor
• Be punctual
• If not on time, have a valid reason
• Respond to queries
• Be serious and listen carefully
• Take notes

13. DON’T’S OF A MEETING
• Use negative language
• Cross arms
• Come late
• Sit close to the chairperson
• Fiddle with pens etc..
• Doodle on a notepad
• Chew gum
• Slouch on your seat
• Make a grab for refreshments
• Speak too loudly or softly
• Walk out before meeting is over
• Use confrontational phrases

14. HANDLING DISRUPTIONS
• THE SIDE TALKERS
• THE RAMBLERS
• THE AGGRESSORS
• THE OPPONENTS
• THE WALLFLOWERS

15. NEGOTIATION
• A negotiation is a discussion between 2 or more
people to work out a solution to a common
problem.
• Negotiation may be interpersonal or intergroup.
• It might be at a corporate/national/international
level.
• Its an activity designed to resolve a conflict.

16. CHARACTERISTICS
• There is a conflict of interest.
• It is an intricate and lengthy process.
• There is some form of interdependence.
• It requires special communication tactics
• The aim is to mutually agree on an issue
• Each negotiation has a talk aspect & relationship
aspect.
• Negotiation is culture bound.

17. CULTURE AND NEGOTIATION
• German negotiators place a high premium on
punctuality & associate it with professionalism,
efficiency and productivity.
• American negotiators value distance & associate it
with professionalism & formality
• Indian negotiators don’t prefer to use direct eye
contact, with someone senior & this is associated
with dishonest in some cultures.
• Italian negotiators may speak very loudly and this
may appear being boisterous in some cultures.

18. PLANNING FOR NEGOTIATION
• FRAMING THE ISSUE
• SETTING THE NORMS OF NEGOTIATION
• PRESENTATION OF FACTS AND EVIDENCE

19. APPROACHES
• COMPETITIVE APPROACH : Seeks a win-lose
position
• COLLABORATIVE APPROACH : Seeks a win-
win solution.