1. Evaluate the negotiation meeting to this point. How could Jeanette have better planned for the meeting? In this case Jeanette was given information that IBM may have to go with their competitor's price unless they could lower it down 35 percent. Jeanette was taken back and didn't know what to say once that was suggested. Jeanette could have planned better for this meeting by comparing other prices to her competitors. Then she could have been ahead of the situation and knew that the prices were very comparable. If not she could have least negotiated comparable price