negotiation process

The Negotiation Process

There are 5 key steps involved in the negotiation process. These are described below:

Preparation

The foundation of successful negotiation is preparation before hand. You should fully research your information as well as the other parties. Try to establish the facts, strengths and weaknesses of your argument and try to address these as best as you possibly can. Try to find out as much as you can about the other party's priorities ans attempt to calculate their arguments and demands.

Try to write down all of your objectives and divide them into three different groups. These being, essential, important and perfect. Essential aims being the bottom line, important being what you would hope to achieve and perfect being the achievable and desirable goals that are usually put forward at the beginning of the negotiation process.

At this stage, each side must clarify their agenda and discuss what they want to negotiate. Each side should discuss points that relate to each other and talk about other issues separately. It is important not to interrupt each other and listen carefully for clues into what they are really thinking and wanting.

Exchange of opinions and persuasion

This involves the two parties voicing their own opinions and trying to persuade each other to make decisions that they want. It is important that you try not to be deceitful and naive because you have to live with the consequences of these type of decisions. Also try not to walk out as this will not benefit either party. If the other party interrupts you then ask to be able to finish your point of view and above all do not be too scared to challenge the other parties statements.

Encouraging Movement

Clarify important points and keep in mind your own essential, important and perfect outcomes. If for what ever reason the negotiations are not becoming apparent then you may want to adjourn the meeting to give each party the opportunity to talk to other colleagues or just cool off.

Completing the Deal

Once both parties have reached an agreement you must summarize what has been achieve and what has still to be completed. Make sure after this you get written c confirmation of the negotiations and decisions made.

Leave a Reply.