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
• Probe for their interests
• Ask interested/curious questions
• Study their responses to initial
ideas
• Explain your criteria & rationales
• Share persuasive data
• Use leverage with care
 Bargaining
Generally Helpful Guidelines:
• Tackle one issue at a time
• Stay task focused
• Remember interests
• Use objective criteria for
evaluation
• Maintain respectful
environment
• Patience, patience,
patience
Bargaining:
• Give principled rationale for positions
• Don’t lose track of underlying interests
• Leave room for concessions
• Look for reciprocity
• Compare proposals to your alternatives
• Study ways to break impasse
 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