![]() You will use all the information you gathered during the preparation and planning process to present your argument and strengthen your position, or even change your position if the other party’s argument is sound and makes sense. You and the other party will use various negotiation strategies to achieve the goals established during the preparation and planning process. This is the essence of the negotiation process, where the give and take begins. It’s important for you to manage those emotions so serious bargaining can begin. But if tempers are high moving into this portion of the negotiation process, then those emotions will start to come to a head here. This doesn’t need to be-and should not be-confrontational, though in some negotiations that’s hard to avoid. Each party might take this opportunity to review the strategy they planned for the negotiation to determine if it’s still an appropriate approach. You might each take the opportunity to explain how you arrived at your current position, and include any supporting documentation. For you, this is an opportunity to educate the other side on your position, and gain further understanding about the other party and how they feel about their side. Both you and the other party will explain, clarify, bolster and justify your original position or demands. Once initial positions have been exchanged, the clarification and justification stage can begin. Usually it’s during this phase that the parties exchange their initial positions. If an agreement can’t be reached, will there be any specific process to handle that?. ![]() Will there be any limits to the negotiation?.Will there be time constraints placed on this negotiation process?.Who will do the negotiating-will we do it personally or invite a third party?. ![]() This is the time when you and the other party will come to agreement on questions like Definition of Ground RulesĪfter the planning and strategy development stage is complete, it’s time to work with the other party to define the ground rules and procedures for the negotiation. We’ll talk more about strategies in the next section. This is a time to develop a strategy for the negotiation. What are their goals in this negotiation? What will they ask for? Do they have any hidden agendas that may come as a surprise to you? What might they settle for, and how does that differ from the outcome you’re hoping for? You should also take this moment to anticipate the same for the other party. This is a time when you take a moment to define and truly understand the terms and conditions of the exchange and the nature of the conflict. In the preparation and planning stage, you (as a party in the negotiation) need to determine and clarify your own goals in the negotiation.
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