The 4- phased negotiation process
Phase 1: Prepare:
- Data (collection and analysis)
- Identify the items of negotiation (non-tradable &tradable items) /Interests, Issues & positions
- Valuation of tradable items
- Negotek@ format (planner)
- The 6 steps of preparation phase
- Benefits of the preparation phase
Phase 2: Debate:
- Red-Blue game cards (shared activity)
- Objectives of debating among negotiators (Data, tone &possibility of agreement/moving forward)
- Constructive (SAQSS) versus destructive arguments
- Focus on signaling
Phase 3: Propose:
- The bridge to proposing
- The language of proposing (assertiveness level)
- How to make effective proposal?
- The 3 golden rules
- Common errors
- Examples with discussion
- Receiving proposal
Phase 4: Bargain:
- No room for ambiguity
- Linked trading
- Conclusion of the deal