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                           HIM

                                                                                                               YOU

                                                   Limit             Ideal           Revised Ideal

3. The approach

There are four main stages of negotiation:

Preparing objectives, information, strategy

Discussing (argue) and signalling willingness to move

Propose and bargain

Close and agree

While preparing to the negotiation it is important not only to prepare supporting arguments but also to define objectives. Objectives should be realistic and attainable and have certain priorities. It is also necessary to investigate the opponent’s plans and priorities, which can be rather difficult.

The objectives should be classified basically as follows:

LikeIdeal but least important

Intend Achievable, a range of possibilities

Must The real limit

                                     Ideal                                                   Limit

                                                                                                 AREA OF NO DEAL

                                      Like

                                                  

                                                  Intend

                                                                                     Must

The general strategy for negotiation is to have a negotiating team of three people, who will also be involved in the preparation.

LeaderThe person who will do the talking and conduct the negotiations

SummariserThe person who will ask questions and summarise for control

ObserverThe person not involved in the actual negotiations, whose role is  to watch, listen and record

80 % of the negotiating time is spent arguing. If it equals 100 % the negotiation will break down. There are two kinds of arguing:

Reasonable and constructiveDebates, discussions

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