Three phases in negotiation
A negotiation process can be divided into six steps in three
phases:
Phase 1: Before the Negotiation
Step 1: Preparing and Planning: In this step, one should
gather facts about the other party, learn about the other party’s
negotiating style and anticipate other sides position and prioritize
issues. To ensure smooth negotiation, one should also prepare
alternatives proposals and establish BATNA (the Best Alternative To
a Negotiated Agreement). The most ideal case is to come out with a
win-win plan to both parties.
Phase 2:
During the Negotiation
Step 2: Setting the Tone: In this step, one should firmly
state his position and explain his interest on need base.
Step 3: Exploring Underlying Needs: It is also important to
actively listen for facts and reasons behind other party’s position
and explore underlying needs of the other party. If conflict exists,
try to develop creative alternatives without losing the win-win
focus. Neutralize tactic if necessary.
Step 4: Selecting, Refining, and Crafting an Agreement: It is
a step in which both parties present the starting proposal. They
should listen for new ideas, think creatively to handle conflict and
gain power and create cooperative environment.
Step 5: Reviewing and Recapping the Agreement: This is the
step in which both parties formalize agreement in a written contract
or letter of intent.
Phase 3: After the Negotiation
Step 6: Reviewing the Negotiation: Reviewing the negotiation
helps one to learn the lessons on how to achieve a better outcome.
Therefore, one should take the time to review each element and ask
oneself, "what went well?" and "what could be improved next time.
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for NEGOTIATING SKILLS
Negotiating Tactics
There are many
tactics used by skilled negotiators, including:
Presenting demands
Deadlines
Good guy/bad guy
Limited authority
Caucusing
Walking out
Concession patterns
High-ball/low-ball
Intimidation
Getting it in your hands
Fait accompli (what's done is done)
Take it or leave it
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