7 phases of negotiation

7 phases of - It is essential to understand the typical steps in a negotiation to comprehend how negotiations are likely to develop and the reason

Info iconThis preview shows page 1. Sign up to view the full content.

View Full Document Right Arrow Icon
It is essential to understand the typical steps in a negotiation to comprehend how negotiations are likely to develop and the reason that planning is so important. Negotiation goes through distinct phases, and there are seven key steps to an ideal negotiation process. One. Preparation. This involves deciding what is important, defining goals, and thinking ahead on ways to work together with the other party. Two. Relationship building. This is getting to know the other party, understanding your similarities and differences, and committing to achieving a mutually beneficial set of outcomes. Three. Information gathering. This is learning about the issues, the other party and his or her needs, the feasibility of possible settlements, and the consequences of not reaching agreement with the other side. Please go to the next slide. Four. Information using. Here, negotiators assemble the case they want to make for their preferred outcomes and settlement, one that will maximize personal needs . Five.
Background image of page 1
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 05/30/2011 for the course BUS 515 taught by Professor Blossom during the Spring '10 term at Strayer.

Ask a homework question - tutors are online