PHASES OF THE NEGOTIATION PROCESS

PHASES OF THE NEGOTIATION PROCESS

1. THE PREPARATION

   • Establish the objectives that are going to be achieved
   • all the possible information from the other party and what is going to be treated is sought and the strategies
   • 1

2. DISCUSSION

   • Both parties indicate their opinions and make their demands
   • each party tries to convince the other of its position
   • 2

3. THE PROPOSAL

   • You ask for the maximum that you want to achieve
   • just as the other party does, giving up something so that the other party is satisfied and accepts the agreement
   • 3

4. THE NEGOTIATION

   • It is based on giving up part of what you want to get most of what was expected.
   • 4
     • ADRIANA LASSO VALORACIÓN Y NEGOCIACIÓN DE TECNOLOGÍA 212032_22

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