Introductory and Intensification Stage

in Negotiation

NEGOTIATION

Negotiation is a process of interaction by which two or more parties who consider that they need to be jointly involved in an outcome but who initially have different objective, seek by the use of argument and persuasion to resolve their differences in order to achieve a mutually acceptable solution.

Introductory Stage

The importance of opening• First few seconds• Be confident• Who goes first?

State your case• Paint the context• State the need • Positioning

Listen to their case• First, just listen• Then probe for understanding• Understand the person• Find what they really want

Intensification stage

Erode their position• Minimize benefits to you• Weaken their truth• Manage their need

Strengthen your argument• Maximize the benefits for

them• Strengthen your truth• Legitimize your needs• Repel their attacks

Discover areas of• Similarity• Agreement• Differences

Explore ways to reach agreement• Fair Process• Fair criteria• Look to outcomes

Feel your way forward• Seek their variables• Manage your information• Keep the goal clear, but the route flexible