The negotiation process

The negotiation process

1. The preparation

   • Allowing improvisation to act, during the negotiation process, is to allow luck to intervene and this requires learning that, in chance, statistics always play against.
     • Preparing a negotiation is undoubtedly the safest way to reach a satisfactory end. Everything we do before sitting down to negotiate will be revealed once they are seated at the table.

2. The discussion

   • This is the moment where both parties show their opinions and beliefs about the thing to negotiate. The parties try to persuade each other by reasoning.
     • In this phase you must remain calm conducting a peaceful discussion, without raising your voice and without getting nervous because they are signs of insecurity and need what the other party will use against you.

3. The proposing

   • This is when, once the negotiation issue is discussed, the offer or request must be formulated different from the initial position. 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 are made, there are discrepancies and it is at this moment when you seek 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 the agreement and getting the other party to accept the summary will be the end of the process.