Yes, I'm actually in training this week that is required of everyone at my level. This morning we did an exercise on meeting planning. Our table came up with the following responses to the "Meeting Expectations/First Five Minutes" part:
- Show appreciation for the meeting: "Mr. Wirtz, thank you for taking some time to meet with me today."
- Confirm available time for meeting: "You mentioned you had about 15 minutes this morning. Is that still the case?"
- Offer a look back...how did we get here? "As you will recall, yesterday we discussed releasing my godson from the personal service contract he has with you, in exchange for $10,000 in cash."
- Briefly state the goals / objectives for the meeting: "I was hoping that we could revisit that conversation today, and that you would reconsider your position."
- Agenda: "To help us meet these goals, I thought the following agenda might help us. First, I will make you an offer you can't refuse, and second, you will sign the release my attorney has prepared."
- What other areas to be covered? "I assure you, if you do not consider my offer, you will cover the release in a personal and compelling way."
- Brief introductions of...
- Your firm's capabilities: "I am not sure you know about my organization, but perhaps I could provide a brief overview."
- Your team/colleagues in the meeting: "Let me introduce you to my colleague, Luca Brasi."
- Have a few "Killer Questions" that initiate dialogue: "Now that you understand Luca's role in this meeting, would you please sign this release now?"
- Listen, be present, and probe; be "sincerely curious" in your follow-up questions: "I insist that this is the best offer you will ever receive from me, and I am eager to learn your position on it immediately."
- Begin to wrap up with a few minutes remaining: "Thank you for your time. I am pleased that we were able to come to an agreement so quickly."
- Summarize what you have heard: "I understand that you are also pleased with the outcome, and that $2,000 is a sufficient release fee, as we have just agreed."
- Define specific next steps and, if appropriate, schedule follow-up meeting: "You will very likely not see me again, but I assure you, if a subsequent meeting is needed, perhaps because you have discussed this meeting with your colleagues or the Attorney General, Mr. Brasi will follow up with you in a timely and decisive fashion."
The other scenarios we batted around the table were more, ah, risqué, to say the least.