Negotiation Process

Negotiation Process

1. Planning

   • Set objectives
     • Determine needs
       • Analyze the other party
         • Consult
           • With
             • colleagues
             • partners
           • Rehearse the negotiation
   • Determine what to do
     • if
       • Negotiation fails

2. Close negotiation

   • Having an acceptable solution
     • Thank each other
       • Outline expectations
         • Ensure compromise
           • Sign a written contract

3. Engaging

   • Exchange of information
     • Parties express positions
   • Introduce yourself
     • Propose

4. Problem Solving

   • Begin
     • Give-and take
       • After
         • first proposals
           • Give secondary proposals
         • the

5. Clarify

   • Reach point
     • of
       • Understanding
         • Discuss
           • Concepts
           • Ideas