Stages Of The Negotiation Process

Now it’s time to get down to business. At this stage, the two parties will exchange information regarding where they stand and what they are seeking. The negotiation process is most effective when each side knows and understands clearly what the other side wants. Each side should have two things prepared: their opening statement and their opening position.

Your opening statement should describe your needs, wishes, interests, and expectations with regard to the current negotiations, as well as with regard to the long-term relationship with the other party. Why are you here? What are you seeking to accomplish in the short and long term? What is your ultimate goal? This exchange will result in a discussion in which each side tries to understand what the other hopes to achieve. This stage of the negotiation process is marked by acute questioning and active listening on the part of both parties.

Of course, we also want to share our opening position and find out the other party’s opening position – clear, unambiguous statements of what each side is asking for. If either of the parties refuses to share their opening position, then it will be very difficult for

At this point, we are often tempted to immediately think about what we can get from the other side – what concessions we can get them to make right away. But this is usually a mistake; it can quickly lead the negotiations into a dead end. It is often more effective to first outline the common ground that the two parties share with regard to their interests, etc. This will be helpful later on, when we try to identify new, mutually beneficial solutions together. Giving negotiating parties the sense that they have something in common also helps get the negotiations off on a positive note. Moreover, it subconsciously makes the two parties more willing to make concessions when the time