the negotiation process

the negotiation process

1. the preparation

   • Good preparation is the key to success in any negotiation. According to research, 80% of a negotiation is won before sitting at the table.

2. The discussion

   • The discussion is the most intense stage and is the one that usually occupies most of the time of negotiation. Generally, it begins with the objections made by the counterpart to which the proposal has been made and continues with an exchange of positions.

3. The proposing

   • As for the proposals, a negotiation tactic consists in establishing a high offer in order that the other party "anchors" its perception of the range of possible agreement (look for an agreement close to the point of our offer)

4. The negotiation

   • Negotiation is an interaction effort aimed at generating profits