The Negotiation Process

The Negotiation Process

1. • Stage 1 Preparation - planning

   • – Identify specific objectives; Profile counterparts; Explore areas of common ground; choose neutral site

2. • Stage 2. Relationship building

   • – Getting to know the people on the other side; Building mutual trust – Use an intermediary that possesses: Expert knowledge; the trust and respect of the other party.

3. • Stage 3. Exchanging task-related information

   • – Question and answer session; Alternatives are discussed; Each group sets forth its position on the critical issues and tries to find out what the other party wants to attain and what it is willing to give up.

4. • Stage 4. Persuasion (Information Exchange)

   • – How well the parties understand each other’s position and can identify areas of similarity & difference – Ability to create new options and work toward a solution that allows all parties to walk away satisfied

5. • Stage 5 Concessions & Agreement

   • – Better results are obtained by beginning with extreme positions; Have a concession strategy planned – To reach an agreement, TIMING of disclosure of information and of concessions is critical