The stages of the negotiation meeting
A
G
Open Test Propose Bargain R
E
E
Opening stage
Testing stage
Proposal stage
Bargaining stage
Agreement stage
ITC M7:U4:4.1-1
, The opening stage
Do... Don’t...
If you are hosting, be Be demanding
welcoming and show
respect and interest Put down any conditions
Ensure refreshments are Refer to contracts with other
at hand suppliers or to other
negotiations you have
Make purposeful small talk undertaken
and find out about them as
people Make the other side feel
uneasy
Check their authority to
negotiate Start substantive discussions
before agreeing on the agenda
Be warm as a person, but
be firm on the issues
Agree on the agenda,
expected outcomes and
timescales
ITC M7:U4:4.1-2
, Action Point 4.1-1
The importance of a hospitable welcome
Have you ever received an inhospitable welcome when arriving for a
negotiation? What were the circumstances? How did it affect the
negotiation?
ITC M7:U4:4.1-3
, The testing stage
Check your assumptions & their perceptions
Get missing information
Explore topics of common ground
Explore their underlying needs & interests
Ask “what”, “why”, and “how” questions
Clarify perceptions
Listen attentively
Show concern for their needs & interests
Don’t make any firm proposals yet!
ITC M7:U4:4.1-4
A
G
Open Test Propose Bargain R
E
E
Opening stage
Testing stage
Proposal stage
Bargaining stage
Agreement stage
ITC M7:U4:4.1-1
, The opening stage
Do... Don’t...
If you are hosting, be Be demanding
welcoming and show
respect and interest Put down any conditions
Ensure refreshments are Refer to contracts with other
at hand suppliers or to other
negotiations you have
Make purposeful small talk undertaken
and find out about them as
people Make the other side feel
uneasy
Check their authority to
negotiate Start substantive discussions
before agreeing on the agenda
Be warm as a person, but
be firm on the issues
Agree on the agenda,
expected outcomes and
timescales
ITC M7:U4:4.1-2
, Action Point 4.1-1
The importance of a hospitable welcome
Have you ever received an inhospitable welcome when arriving for a
negotiation? What were the circumstances? How did it affect the
negotiation?
ITC M7:U4:4.1-3
, The testing stage
Check your assumptions & their perceptions
Get missing information
Explore topics of common ground
Explore their underlying needs & interests
Ask “what”, “why”, and “how” questions
Clarify perceptions
Listen attentively
Show concern for their needs & interests
Don’t make any firm proposals yet!
ITC M7:U4:4.1-4
