CHAPTER 4

Overview of the Five Phases of Negotiation

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.

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Figure 4-1. The five phases of negotiation

The planning phase is so important that it’s shown as completely surrounding the other phases. There are two reasons for this. First, it is the initial phase, and you should not get into any negotiation without having done the appropriate degree of planning; second, you will almost always go through cycles ...

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