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Unit 3 Negotiation Process

The document outlines the key phases of a negotiation process: 1) Preparation which involves understanding interests, alternatives, and relationships. 2) Introduction and setting the stage by establishing rapport, ground rules, and agenda. 3) Information gathering and exploring interests to clarify positions and identify areas of agreement or disagreement. 4) Bargaining by addressing issues systematically while maintaining respect and finding reciprocity in proposed solutions. 5) Finalizing the agreement by capturing details clearly and establishing procedures for future disputes.

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uzmkelvn Gamer
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161 views

Unit 3 Negotiation Process

The document outlines the key phases of a negotiation process: 1) Preparation which involves understanding interests, alternatives, and relationships. 2) Introduction and setting the stage by establishing rapport, ground rules, and agenda. 3) Information gathering and exploring interests to clarify positions and identify areas of agreement or disagreement. 4) Bargaining by addressing issues systematically while maintaining respect and finding reciprocity in proposed solutions. 5) Finalizing the agreement by capturing details clearly and establishing procedures for future disputes.

Uploaded by

uzmkelvn Gamer
Copyright
© © All Rights Reserved
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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The Negotiation Process

Phases of a Negotiation

Preparation

Introduction & Entry: Setting the Stage

Information Gathering & Exploration of Interests

Bargaining

Agreement Finalization & Closure


Preparation

Identify the Context

Assess the nature & importance of:


• Relationships
• Concrete Outcomes
• Reputation
• Hidden Decision-makers
• Outside Influences

Know Interests Try to


Yourself (High) Expectations Understand
Bottom Lines Them
Identify Potential Strategies
your: Leverage Identify or
Potential Solutions Imagine
their:
Introduction & Entry: Setting the Stage

Set the Tone: Agree on Process:

• Rapport Building • Ground Rules


• Positive start • Time available
• Clear/Respectful Introductions • Format for discussions

Set Forth Purpose(s) of Meeting/Negotiation:

• Identify issues to discuss


• Establish agenda (order for discussion)
Information Gathering & Exploration

General Goals:

• Build rapport
• Clarify interests
• Develop and share data needed for problem-solving
• Identify areas of agreement & disagreement
• Keep negotiation on track, focused on issues
• Set the stage for problem-solving

Seek to Understand Them: Help Them to Understand You:

• LISTEN!! (ACTIVELY) • Assert your interests respectfully


• Show them you are listening • Explain your criteria & rationales
• Probe for their interests • Share persuasive data
• Ask interested/curious questions • Use leverage with care
• Study their responses to initial
ideas
Bargaining

Generally Helpful Guidelines: Bargaining:

• Tackle one issue at a time • Give principled rationale for positions


• Stay task focused • Don’t lose track of underlying interests
• Remember interests • Leave room for concessions
• Use objective criteria for • Look for reciprocity
evaluation • Compare proposals to your alternatives
• Maintain respectful • Study ways to break impasse
environment
• Patience, patience,
patience
Agreement Finalization & Closure

Capture Agreements:
• With clarity, specificity and detail (who, what, where, when, how)
• Clear responsibilities
• Potential incentives for compliance
• Anticipate potential contingencies setbacks
• Identify procedure for settling disputes (ADR)
• Provide for monitoring
• Possible confidentiality or publicity

DON’T Closure
• End on affirm
Rush conclusion • ative note
Be gracious
Leave without clarifying • Commend p
agreements articipation
• Use ceremon
Apply heavy pressure y & publicity
appropriate as
Where to Get More Information

If possible read following------


• Richard Shell: Bargaining for Advantage
• Folberg & Golann: Lawyer Negotiation;
Theory, Practice and Law.
• Fisher & Ury: Getting to Yes

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