Unit 4: Stages of Negotiation Process

Question 1

What are the 7 steps of any negotiation process

Answer 1

1. Preparation
2. Relationship development
3. Information gathering
4. Use of information
5. Offer
6. Close the deal
7. Implement the agreement

Question 2

What do you do in the preparation phase

Answer 2

Decide what is important and define the goals in order to anticipate how to collaborate or compete with the other party

Question 3

What do you do in the relationship development phase

Answer 3

Knowing the other party, understanding his/her similarities and differences, and establishing a commitment in order to achieve a set of mutually beneficial results. This stage tends to be extremely important to be successful during the next stages.

Question 4

What do you do in the information-gathering phase?

Answer 4

to know what is required about the needs and problems of the other party. The feasibility of the potential agreements and what may happen if parties do not agree.

Question 5

What do you do in the use of information phase

Answer 5

The negotiator visualizes his/her preferred scenario of results and agreements with the owns wants being priority here. At this moment, the negotiator “sells” to the other party his/her desired outcome.

Question 6

What do you do in the offer phase

Answer 6

Moving from an ideal starting position to the actual result. Each party raises its “initial offer” and then moves to a middle ground

Question 7

What do you do in the close-the-deal phase

Answer 7

Establish a commitment toward the agreement obtained in the previous stage. Both negotiators must be satisfied

Question 8

What do you do in the ‘implement the agreement’ phase?

Answer 8

Determine who needs to do what, once the agreement is reached.

Question 9

What often happens in the implement the agreement phase?

Answer 9

The parties discover that the agreement is flawed, or missing important points, or the situation changes and new questions arise. Here are the flaws of the previous phases, and perhaps the negotiators, the arbitrators, or a judge will have to reopen the agreement or resolve the problems.

Question 10

What are the stages of distributive negotiation? (4)

Answer 10

1. Parties set their initial offer, resistance and target points
2. Target points may be identified with the information exchanges
3. Trade-offs bring near both parties’ positions
4. Parties ignore the other parties’ resistance point, this results a good outcome might not be good/

Question 11

What are the stages of an integrative negotiation process?

Answer 11

1. Problem definition and identification
2. Problem understanding: uncover interests and needs
3. Proposal of alternative solutions
4. Solutions evaluation and selection

Question 12

What do you do in the problem definition and identification stage (integrative process) (5)

Answer 12

• Enter negotiation with an open mind
• State problem practical and detailed
• Identify all obstacles
• Depersonalize the problem
• Separate the edition of the problem

Question 13

What do you do in the problem-understanding stage (integrative process)

Answer 13

Ask why and what for questions

Question 14

What do interests stem from?

Answer 14

Deep human needs or values

Question 15

What do you do in the proposal of alternative solutions stage (integrative process)

Answer 15

Generate options

Question 16

What do you do in the solutions evaluation and selection stage (integrative process) (4)

Answer 16

• narrow down solution options
• assess solutions based on quality
• let secondary groups evaluate the options
• lighten formality and keep records until final agreements are concluded