Appendix 4: Prepare to lead meetings Meeting preparation: CEO Meeting Based on the information provided in the Scenario, plan your approach for leading negotiation meetings with the CEO. In recording your preparations, you must: a. Identify your specific negotiation objectives in SMART format for the meeting b. Outline what you believe to be two (2) needs and/ or requirements of the CEO in the negotiation (e.g. trade-offs) c. Identify two (2) potential issues or problems you believe will be encountered in the negotiation and possible solutions for each d. State your negotiating position and supporting arguments in line with your stated negotiation objectives e. Outline what you believe will be two (2) areas of common ground and two (2) areas of potential compromise in the negotiation