May 2007
Intermediate to advanced
232 pages
5h 4m
English
Content preview from Practical Negotiating: Tools, Tactics & Techniques
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Step 5: Planning to Execute Stages
The Negotiation Stages Model serves as a road map during the negotiation, but it can also serve you well during the planning phase (see Table 12.5). If you are negotiating as a team, this framework is essential to ensuring a smooth process. As we learned in Chapter 6, this is both a micro model to be followed in a single meeting and a macro model to orient you during an extended negotiation.
| Stages | Critical Tasks |
|---|---|
| Opening | Set the climate and agenda. |
| Establish the process. | |
| State and respond to opening positions. | |
| Notes: | |
| Exploring | Distinguish between wants and needs. |
| Identify alternative currencies/options. | |
| Match currencies to needs. | |
| Notes: | |
| Closing | Summarize the agreement and contract. |
| Communicate and implement. | |
| Notes: |
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