Stages in the Negotiation Process (Manning & Robertson)

Negotiating and Bargaining
Knowledge Center

Forum

New Topic

Suku Mathews
Analyst, India

Stages in the Negotiation Process (Manning & Robertson)

Negotiation should be viewed as a process of compromise, involving parties with different sets of objectives and values, based on their different vested interests.
It is assumed that more effective negotiators, whilst recognising these different objectives, values and interests, work towards achieving win-win in the longer term.
It is further assumed that it is useful to think about negotiation as a process, with various stages, and with key issues running throughout the whole process. These stages and issues are described more fully below. Specific negotiations are typically face-to-face encounters that are themselves episodes in an ongoing, longer-term relationship.

The 4 main stages in the process of negotiation are (Manning & Robertson, 2003):
1. Preparation. This involves establishing the issues, getting quality information, preparing the case and preparing for the encounter.
2. The opening phase. This involves creating a positive climate, establishing the issues, stating your case and finding out their case.
3. Getting movement to reach agreement. This involves challenging their case, responding to challenges on your case, trading or linking and moving to reach agreement.
4. Closure. This involves retaining flexibility, summarising and recording agreements, establishing monitoring and review procedures and building for the future.
Thoughout these stages, Manning & Robertson also distinguish a number of Issues in the Negotiation Process.
References:
- Fisher, R.; Ury, W. and Patton, B. (1991), Getting to Yes: Negotiating an Agreement Without Giving in; Random House Business Books, Cox & Wyman Ltd, Reading, Berkshire
- Kennedy, G. (1993), Everything is Negotiable: How to Get the Best Deal Every Time, Arrow Books, London
- Manning, T & Robertson, B (2003), “Influencing and negotiating skills: some research and reflections – Part II: influencing styles and negotiating skills”, Industrial and Commercial Training, Vol. 35 Iss: 2, pp.60 - 66
- Rackham, N., Carlisle, J. (1978), "The effective negotiator", Journal of European Industrial Training, Vol. 2

Participate and leave a comment
Exchanging your ideas stimulates your personal and professional development. And you can help other people! Please motivate your point of view. You can still edit your comment for 3 hours.

Start a new forum topic

 

More on Negotiating and Bargaining
Summary
Forum
Negotiation Strategies and Tactics
Different Negotiating Types / Bargaining Styles
Tripartite Social Dialogue to Build Trust and Collaboration Among Government, Business and Labour
Rules and Tips for Price Negotiations
Negotiation: The Final Offer Arbitration Challenge
BATNA: Should you Accept or Reject a Deal?
The Ethics of Negotiations
Stages in the Negotiation Process (Manning & Robertson)
How to Avoid Legal Pitfalls of Negotiating Contracts?
🔥What is a Pre-Negotiation Agreement? Good Faith
Collective Bargaining : Role of Chairman?
Contract Lifecycle Management
Is Negotiation a Science or an Art?
What do you need to be a Smart Negotiator ?
Influence of Collective Bargaining in Public Sector
Best Practices
Four Principles for Effective Negotiation
Should you Negotiate Tough or Be Nice?
Preparing for a Negotiation: BATNA or Bottom Line?
Negotiating for Personal Purposes (Kolb)
Negotiating while Making Multiple Equivalent Simultaneous Offers: THE MESO STRATEGY
Issues in the Negotiation Process (Manning & Robertson)
Negotiating Without a BATNA
Asking Advice to your Counterpart in Negotiations
Negotiation Intentions of Mastenbroek
Special Interest Group

Are you interested in Negotiating and Bargaining? Sign up for free

Notify your students

Copy this into your study materials:

and add a hyperlink to:

Link to this discussion

Copy this HTML code to your web site:

Negotiating and Bargaining
Knowledge Center



About 12manage | Advertising | Link to us / Cite us | Privacy | Suggestions | Terms of Service
© 2021 12manage - The Executive Fast Track. V15.8 - Last updated: 12-5-2021. All names ™ of their owners.