The Negotiation Process The four phases

The Negotiation Process The four phases

1. The preparation

   • segment information required by the team area, draft dates and free version
     • create a general schedule, list of activities, managers and dates for completion
       • write a revision plan with third parties resulting from the documents

2. The discussion

   • as in the preparation phase, the information obtained from the other party is essential.
     • In this phase, all the communication skills that are the essential element of the entire negotiation process are set on fire
       • the discussion phase is a process in which the strategic plan is transformed into a tactical and linguistic display in other words that are 2 or more people reach an acceptable intermediate position using the discursive genre called dialogue

3. The proposing

   • This is when, once the negotiation issue has been discussed, the offer or request different from the initial position must be formulated.
     • It is about listing the appropriate concessions and requests with the aim of reaching a certain agreement. The usual thing is that, once the proposals have been made, there are discrepancies and it is at this moment when one seeks to obtain something in exchange for giving up something.

4. The bargaining

   • Once the proposals of both parties have been discussed, an agreement must be reached, so summarizing what was agreed upon and getting the other party to accept the summary will be the end of the process.

5. FERNEY DIAZ GROUP 44 12 NOVEMBER 2019

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