What are the 7 stages of negotiating?
- Situational analysis
- Short/long term current relationship position
- Strong/weak competition
- Market type of negotiation
- Goals
- Problems
- Needs
- Planning
- Try
- Raise the bar
- Other side of the table
- Yields/Shields
- Assigning value
- Prepare offers
- Agenda
- Control
- Location
- Time & timing
- Seating
- Participants
- Focus
- Opening
- Objective
- Tone
- Relationship
- Needs/Wants/Interests
- Starting position
- “Have we been selected?”
- Bargaining
- Yield/Shields
- “Gives and Gets”
- Habit & Loop
- Caucus
- Evaluate
- Re-position
- Tactics
- Claiming value
- Tactics
- Win-Win
- Agreement forming
- Stalled
- Deadlocked
- Re-state agreements
- Tactics
- Win-Win
- Closing
- Recognize the Close
- Summarize
- Next steps – relation
- Confirm agreements
- Contracts