The five negotiation phases
Once the negotiation begins, says Wilson, it should move through five stages that participants should always be aware of.
1.Setting the tone
Stage one is an initial dialogue about intentions, objectives, timescales and process. “How you begin a negotiation sets the tone for the whole process,” says Wilson. “Build and maintain rapport, agree on a broad approach and objectives of the meeting, and establish ground rules.”
2.Understand the needs of the other party
Stage two is about exploring and understanding motives and interests. Most importantly, it’s a time to ensure you fully understand the wants and needs of the other party, so ask plenty of questions.
3.Put forward your proposal
“Only once both parties understand each other’s position should you move on to stage three, which involves putting forward your proposal,” says Wilson. “Be realistic but optimistic, and express it in terms that show the benefits to the other party. In other words, translate your features into benefits.”
4.Determine actions and timescales
“Stage four involves the agreement of options and actions, including timescale and so on,” says Wilson. “Unless there is immediate agreement at this stage, there is likely to be a gap. Staying focused on interests rather than positions is crucial at this point. Re-visit your own needs and go over their needs, too. Ask more questions and look for matches and mismatches. Brainstorm with the other party to look for ideas you may not have thought of so far.
After this stage, it can be a good idea to take a break and put everything down on paper to see how your original aims and goals compare.”
5.Agree or walk away
Finally, at stage five, it’s time to commit by agreeing or walk away. Sometimes, says Wilson, it’s simply a matter of asking for agreement. “Say to the other party, ‘Do you feel happy with what we’ve offered?’ or ‘Is there anything else you need before making a decision?’. Don’t rush this part of the process; pace it according to the other party. And be generous – don’t gloat. Think of the final favour as helping them write their victory speech!”
