The Phases of Negotiation: Prenegotiation
Many moons ago, I worked with a chairman on my board who often liked to say, “Imagine all the time we save by not preparing!” I wouldn’t agree with my former chairman’s approach. To negotiate successfully, it is essential to understand the various steps involved in the process.
In my experience as a negotiator, I’ve identified all the different ways a negotiation works, including common negotiation pitfalls and mistakes negotiators make as well as constructive strategies for overcoming them. I discovered 10 phases that make up a negotiation, which can then be divided into three stages, which I will talk ...
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