1. Get as much information as possible about the situation. If dealing with people from another culture, find out about its [?] and [?]: the way people negotiate, what they consider to be acceptable and unacceptable behaviour, and so on. Think about the following: body language, physical contact, conversational rules, relationship building, hierarchy, attitudes to time.
2. Work out your initial [?]: what are your needs and objectives (the things you want to achieve)? Decide your [?] (the most important objectives).
3. Try to estimate the needs and objectives of the [?].
4. Prepare a [?]: conditions that you will accept if your original objectives are not met.
5. Perhaps you are in a position to influence the choice of [?]: the place where you are going to meet. If so, would you prefer to:
a) [?]/on home ground (in your own office)
b) go to see the other side [?] (in their offices)
c) meet [?], for example in a hotel?
6. If you are negotiating as part of a [?], consult your colleagues about all the previously listed points, and allocate roles and responsibilities.