ELEMENTS OF THE

NEGOTIATION PROCESS
PONTIFICIA UNIVERSIDAD
MADE BY CATÓLICA DEL ECUADOR
Camila
Landeta

1) Interests

Is the principal element in

negotiation. We as negotiator,
always must be looking people
that have the same interest than
us
¡MATCH!

2)
Legitimacy

Always look for a fair treatment

with the other person, hear the
opinions and have patience, a deal
always takes time to make.

3) Relationships

Always treat have a good

relationships with the other part of
negotiation, although the deal do
not materialize, because you won´t
know as that if in the future it can
happen.

4)
Alternatives

Try to always be prepared if the

negotiation doesn't work out, have PLAN B
a plan B.

5) Commitments

ICan be defined as an agreement,

demand, offer, or promise. A
commitment can range from an
agreement to meet at a particular
time and place to a formal
proposal to a signed contract.

6)
Communication

Whether you are negotiating

online, via phone, or in person, you
will take part in a communication
process. The success of your
negotiation can hinge on your
communication choices.

Shonk, K. (2022, 10 octubre). What is Negotiation? PON - Program on Negotiation at Harvard

Law School. https://www.pon.harvard.edu/daily/negotiation-skills-daily/what-is-negotiation/