Setting up an agenda for the negotiation is the best way to move forward −

●      What information should be held back and which information should be conveyed can be difficult to manage. You don’t want to appear as if you are keeping secrets.

●      On the contrary, you also don’t wish to give your bargain position away without it reaching maturity.

In the beginning, both parties typically may play defensive and will wish to know whom they are dealing with before advancing. By dealing the agenda first, both parties get a chance to measure their opponent and anticipate what they want and what they can get from the negotiation. From here, you will be able to come up with a clearer sketch of the matters of concern.