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 (...) Read more? Sign up for free