Negotiation Cycle: The Five Phases of Negotiation

Module Objectives:

  • Understand and practice key strategies to support each phase of the negotiation
  • How to plan your negotiation strategy to anticipate and address any situation that might arise
  • Learn to begin the conversation and build trust, in order to keep the negotiation on a positive, Win Win direction
  • How to suggest solutions that invite collaborative participation from the other side
  • Give and take concessions in a way that enables each side to obtain something of value as a result of the negotiation

Field Work:

  • Create a “negotiation map” for three accounts detailing what steps will be taken and/or what strategies will be used during each phase of an upcoming negotiation conversation.
  • Test the “negotiation map” with at least one of the three accounts.

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