Types of Negotiation

The development of negotiation theory over recent decades has been organized around two major paradigms: bargaining and problem solving. For the bargaining paradigm, indicators of flexibility include concession rates, initiation of new proposals, and other soft behaviors. For the problem-solving ...

Essence of the five steps of negotiation process is the actual give and take in trying to hash out an agreement, a proper bargain suitable for all parties. Essence of the five steps of negotiation process is the actual give and take in trying to hash out an agreement, a proper bargain suitable for all parties.

Start studying Chapter 14: Conflict and Negotiation. ... closure and implementation ... • closure of the negotiation process is nothing more formal than a handshake.

Definition of ground rules: Procedures and limits agreed-to by the parties to a negotiation to govern the process, conduct, and scope of the negotiations.

During the planning stages of a negotiation, it is critical for each side to understand where the negotiation will take place. All sides should insist on a neutral site, but in some cases, that may not be possible.

Stage 1 – Prepare. There is no good short cut to Preparation. It is the first stage of any negotiation, though people often don't give it the time it warrants. They often charge into the Information Exchange Stage, or even directly to Bargaining.

There is no good short cut to Preparation. It is the first stage of any negotiation, though people often don't give it the time it warrants. They often charge into the Information Exchange Stage, or even directly to Bargaining.

Pause to create one critical tool that will guide and protect you for the stages that follow. That is the development of a joint agenda. Stage 3 – Bargain. Bargaining is where the "give-and-take" happens. If you think success means all take and no give, you won't capture real value. You make and manage your concessions in bargaining.

Stage 4: Closure Phase The closing phase of a negotiation represents the opportunity to capitalize on all of the work done in the earlier phases. The research that has been done in the preparation phase, combined with all of the information that has been gained is useful in the closing phase.