4The Four Stages of Negotiation
Negotiations do not just happen. They have definable beginnings, middles, and ends. Rather than sitting down and winging it, identify each stage so you can (1) be prepared and (2) identify the stage when shifting into it so you can respond appropriately. You really don’t have to be brilliant, or even a meticulous planner, in order to prevail. You do need to understand and prepare for negotiation’s four stages. These are:
1. Planning and preparation, which determines 80 percent of your success
2. Opening the negotiation; setting the tone; techniques that protect your interests
3. Idea and information exchange; moving to agreement, which includes what to do when the other side doesn’t cooperate
4. Closing ...
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