[MUSIC] The videos in this fourth module will be about how to put everything together. That is how to build the most effective negotiation sequence. How to start, what to continue with, why, and how to end. In order to help you run the right sequence, I will show you two different tools. The first tool, which I will describe in this video, is rather simple. It builds on the ten preparation elements we discussed in module two. Take a few seconds to remember all of them, you should know them by now. Now, please picture yourself right before the beginning of a real negotiation. You're about to enter the negotiation room. Which of the ten elements should first come to your mind? Logistics, of course. Make sure you arrive early enough in order to decide where to sit, or to check the equipment, or to put the documentation neatly on the table. Which element should come next? Communication. Carefully select what to say and how to say it, in order to create the right first impression on the other side of the table. And the implicit purpose of this opening words is usually to establish the right relationship between the negotiators at the table. And that is the third element. Some small talk will help or providing explanations for something unpleasant, which happened and which previously damaged the trust in your relationship. Once this has been done, the fourth element in this sequence will be organization. Clarify whether you have a party, how long you have, which elements should be discussed, in which order, etc. Now, you've set the scene of the negotiation, to stand to enter into the substance. And it would have been a mistake to discuss the problem dimension straight away without taking care of these four elements in the first place. You will now, fifth element, try and understand the deep motivations which brought the negotiators to the table. Then, you will try, of course, to imagine the right solutions at the table, number six, in order to build the creative and fair package deal. To decide which solutions will stay in the package and which solutions should be left aside, you will resort to justifications, number seven. Now, there is a potential deal on the table, and three missing elements out of the ten. So number eight, well, it's time to compare the solutions on the table with your best solution away from the table. If your plan B is better than the package, there would be no deal. Ninth element, it is still time to take into account key stakeholders who were not part in this negotiation, but hold a stake in its outcome. Try and anticipate their likely reaction in order to make sure that they will support the smooth implementation of this deal. Last element, but certainly not least, the mandate. Check that this package is in line with the instructions you were given. So you see, the ten elements come in handy. They provide you with a logical ten-step approach, however, of course, such a linear approach is a bit too theoretical, I know that. In practice, there will be ebbs and flows in negotiation. That is why, I will introduce in the next video, my second tool to help you run an effective negotiation sequence over time. And if you want to know more about this, you may want to read chapter three of our book, The First Move, A Negotiator's Companion. In the meantime, watch my next videos.