Please note that the CPC is currently moving away from negotiated agreements and will replace them over time with framework agreements if possible. However, the obligation to establish the details of expenditure (if not known) before the EU negotiation or minor expenditure for certain products or services may, for the time being, maintain a negotiated agreement. In addition, during the framework negotiations, each side should describe the other proposed ratification procedures in order to conclude a final treaty. Procedures for ratifying the framework agreement should be clarified or negotiated in Phase 4. In this presentation, I will talk about framework agreements on why they are important and what they should contain. Too often, negotiators participate in a negotiation with little information about the equivalent, your organization, market conditions and competition. Many negotiators participate in a negotiation meeting with only one of the lowest or highest price numbers of their own organizations. They have no specific outcome goals, no information on additional options that can be added to their agreement, or information about their opponent`s position. That`s a big mistake.
You may have heard the quote from the famous baseball player and coach Yogi Berra. If you don`t know where you`re going, you`re going to land somewhere else. This quote is an absolute truth when it comes to negotiations. Not having goals is comparable to handing over control of maintenance and negotiation to your opponent. If you don`t have goals, you have very little power. You don`t know what questions to ask. You don`t know if you`re progressing or if you`ve made it when it`s over. You must have a number of objectives for your negotiations, except to get the best possible offer. That is probably the objective of most negotiators, but they have not defined what the best deal actually is, so there is no way of knowing if you have actually achieved it.