Negotiation Skills

Session 9: Negotiation Phases

 A Lesson

“Let
us never negotiate out of fear. But let us
never fear to negotiate.” John F. Kennedy
 Know About Phases
• Is negotiation necessary?
• Many phases
• The 22 Best Negotiating Practices (BNPs) principally
fall into a negotiating phases
• All phases are important
• Each phase has to applied properly
• Phases are helpful in success
Five Phases in Negotiation
 1. The Purpose of Preparation
• Interests
• Alternatives, in the event that the other party
disagrees with your viewpoint
• Options
• Agreements
 2. Exchange of Information
• Trustworthiness
• Competency
• Likeability
• Alignment of interests
 3. Bargaining
• Compromising
• Creativity
 4. Conclusion
• Reiterate decisions
• Have scope for potential concern of yours and of the
other party
• Agreement in black and white
• Settlement of disputes in future
• Signatures if required
 5. Execution
• Place
• Methods
• Performance parameters
• Exceptions
Five Phases: Negotiation Re-visited
 Four Phases in Negotiation
1. Pre-Negotiation
2. Conceptualizing
3. Settling the details
4. Follow-up
 1. Pre-Negotiation
• Any reason to negotiate
• Be clear on specifics
• Get ‘Our Ducks in a Row’
• Draw agenda
 2. Conceptualization
• Put the building blocks together
• Formulation of principles for agreement
• Creative concessions
• Advancing proposal and counter proposal
 3. Settling the Details
• Problems of implementation of the partnership
• Legal experts to frame contract and describe the
contractual obligations
• This is not the “walk in the park”
• Settling the details correctly and meticulously
 4. Follow-up
• Signing on the dotted line doesn’t mean that it ends
• Need to be re-negotiated
• Things may not be as simple as they first seem