Overview of the Five Phases of Negotiation

Alan McCarthy and Steve Hay

Chapter Chapter 4 in Advanced Negotiation Techniques, 2015, pp 19-40 from Springer

Abstract: Abstract You’re now ready to learn about the types of activities that go on in all negotiations. Before we cover in depth the behavior in any one part of commercial negotiation, we’ll break down the process into five overall phases, as shown in Figure 4-1.

Keywords: Planning Phase; List Price; Credit Term; Credible Alternative; Discussion Phase (search for similar items in EconPapers)
Date: 2015
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DOI: 10.1007/978-1-4842-0850-2_4

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