Negotiation is a discourse between two or more parties intended to reach a beneficial outcome over one or more issues where a conflict exists.  Negotiation is an interaction and process aimed to compromise and agree on matters of mutual interest.

Negotiators need to understand the negotiation process and other negotiators to increase their chances to close deals, avoid conflicts, establishing relationships with other parties and gain profit.  It is often conducted by putting forward a position and making concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a major factor in determining whether negotiations are successful.

Ten steps to success

  1. Set your objectives
  2. Identify the issues for all interested parties
  3. Be mindful of your strengths and weaknesses
  4. Set an attitude for your approach
  5. Decide upon a strategy
  6. Plan your bargaining position for each issue
  7. Prepare your tactics
  8. Plan your questions and evidence
  9. Agree your alternatives
  10. Set up for final bargaining models

What skills do I need?

What tactics are available to me?

What is an adjournment and how should you use them?

What is the process of negotiation?

Prepare you case

Prepare your team

Manage the meeting

Report back

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