Preparation and Analysis Prior to Bargaining: The First 5 Phases of the Negotiation Process

Keld Jensen

Chapter Chapter 5 in The Trust Factor, 2013, pp 77-103 from Palgrave Macmillan

Abstract: Abstract Negotiation is a process that requires both time and experience to be truly effective. Almost no one is a born negotiator. Since each negotiation involves difference circumstances and each counterpart is unique, the more you prepare, the better the chances for optimized outcomes for everyone at the table. The important thing is to be able to recognize, at any given point, where you are in the process and be able to assess your objectives and make a proper judgment call about your next step. This breakdown of the phases is a tool to help you think strategically about the process so that you are working toward the mutual gains that lie inherent in the transaction. Breaking the process down into phases can help anyone experience a better outcome. There are ten phases to this process. They are not necessarily linear. Each phase relies on the others.

Date: 2013
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-33368-1_5

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DOI: 10.1057/9781137333681_5

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