The Negotiation Process

Exhibit 14-6 provides a simplified model of the negotiation process. It views negotiation as made up of five steps: (1) preparation and planning, (2) definition of ground rules, (3) clarification and justification, (4) bargaining and problem solving, and (5) closure and implementation.32

An illustration shows five steps of the negotiation process.

Exhibit 14-6

The Negotiation Process

Preparation and Planning

This may be the most important part of the process. Before you start negotiating, do your homework. What’s the nature of the conflict? What’s the history leading up to this negotiation? Who’s involved and what are their perceptions of the ...

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