The second core concept involves the negotiation cycle, which is shown in Figure 2.1 on page 12. Most business negotiations are, or at least have the potential for being, ongoing. If we have a customer, we’d like to keep them for life. If we are a buyer and have a competent and trustworthy supplier, we want to continue to do business with them. There are a few one-time negotiations such as buying a piece of property or buying a company, but for the most part there is a potential for future negotiations. For this reason we like to think of negotiation as being part of a cyclical process.
The negotiation cycle starts with some preplanning. How much preplanning you’re able to do depends on how much you know about ...
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