Negotiation Process

Negotiation Process

1. Defining ground rules

   • Rules and procedures
   • Who
   • Where
   • Constraints
   • Issues

2. Clarifying and justifying

   • Initial positions
   • Not confrontation
   • Information
     • Educate the other party
   • Documentation
     • Support arguments

3. Bargaining and problem solving

   • Give and Take
     • Reciprocity
     • Agreement
   • Concessions
   • Balance interests

4. Closure and implementation

   • Formalize the agreement
   • Specifications
   • Written contracts

5. Preparation and planning

   • Your Position
     • Own interests
     • Goals and Targets
     • Needs and Wants
     • Strengths and Weaknesses
   • Other party's position
     • Goals
     • Demands
     • Hidden interests
   • Be aware and thing ahead
     • Envision different scenarios
       • Make strategies

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