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Step 2 - Negotiation Meeting

The negotiation meeting is when the real negotiating process normally occurs. Everyone involved or their representatives are there, and everyone is expected to be ready with various solutions. This is the time when all the work of the Pre-Negotiation Phase is put to the test and must be transformed into concrete actions to reach a consensus.

The Negotiation Meeting can in turn be divided into four phases:

  • The Protocol (or introductions)  phase is where you are getting to know each other. The focus is primarily on relational aspects, whilst aspects of content are not even mentioned.
  • The Exploration phase is where the analysis and assessment of the each other’s assumptions and positions occurs. The focus is still on the relational aspects but content starts to play a part;
  •  The Trade phase is when solutions are analysed and developed. Attention is focused on the interests at stake whilst maintaining a good relationship between the parties;
  • The Closure phase ratifies everything that has been decided through a formal agreement. Like the protocol stage, it is characterised by a greater degree of relational tension and attention must be paid to overcoming objections that are not strictly connected to negotiation aspects.

     

    		    

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