A logical structure is essential to any meeting, including a negotiation. Think about how you would like to structure the meeting beforehand. Is there a particular sequence you would like the discussion to follow? Think about the order in which you want to make your key points, and how you will use these to reinforce one another.
At the beginning of the meeting suggest that everyone make a list of the key issues, and the order in which you would like to address them. Suggest the structure you have considered, but be prepared to modify this to take account of the other side’s needs. This is an excellent introduction to the negotiation, because it shows your good faith and your willingness to give and take. It can also help you get a sense of the other party’s attitude, and should help you to relax and feel confident.
Once you have identified your key points and sorted out your agenda, stick to it. Keep to the point, and use the agenda to bring the other players back to it if they stray.
You can say things like ‘I can see that’s a big issue for you. Perhaps you could help me by explaining how it fits with this point we have on our agenda?’ Or, ‘Okay, that’s useful background for me to have. Which of these key points do you think it relates to most?’ And don’t forget to listen for the things that will tell you when your agenda no longer reflects the real issues.