Mastering Negotiation: Phases, Strategies, and Tactical Selection

The Five Phases of Negotiation

Effective negotiation follows a structured process, moving from initial planning to final agreement. These phases ensure all aspects of the conflict and potential solutions are addressed.

1. Preparation

This foundational phase involves discussing and planning the following critical aspects:

• The nature of the conflict.
• The other party's objectives.
• Measures and strategies for both parties.

2. Antagonistic

This stage focuses on establishing the boundaries and objectives of the negotiations. It often displays competitive behaviors and involves taking very firm positions. It is crucial not to disclose all information immediately, but rather to clarify and emphasize overall expectations in the interest of reaching an agreement.

3. Cooperative

During the cooperative phase, criticism decreases, and parties begin matching arguments on both sides, seeking common ground.

4. Presentation of Alternatives

This is when proposals, offers, and counteroffers begin to emerge. Sales pitches and pressures are often accompanied by concessions from both sides.

5. Close

The close is the phase that completes the process. An agreement is reached when:

• One party uses the time available to stop negotiating.
• One party perceives the other has exhausted all possible concessions.
• A mutually acceptable alternative is found.

Closing Tactics

Successful closing tactics include granting an award considered relevant by the other party, or closing with a summary that relates the trade agreements and emphasizes the positive development of the process and approaches.

Essential Negotiation Strategies

Choosing the right strategy dictates the tone and outcome of the negotiation process. Strategies range from highly cooperative to intensely competitive.

Solving (Integrative Strategy)

This is a conciliatory and cooperative strategy focused on mutual benefit.

Tactics for Solving:

• Expand the beneficial aspects on which you can negotiate.
• Reward concessions made by the opponent.
• Make concessions in non-priority areas.
• Develop new options that are mutually satisfactory.

Competition (Distributive Strategy)

In this strategy, each party seeks to impose its will on the other.

Tactics for Competition:

• Making unacceptable demands.
• Maintaining and refusing to alter one's own proposals.
• Threatening and punishing the other party.
• Acting without time pressure.
• Convincing the other party that they will make concessions on your behalf.

Accommodating or Flexible

This involves the reduction of one's own basic aspirations. It is advantageous when you need to finish negotiations quickly due to time pressure or if the problem is minor. However, it is dangerous if the other party does not follow the same strategy, as it may fail to reach a solution that yields mutual benefit.

Inaction

Inaction involves minimum trading activity. This wastes time and can lead to the suspension of negotiations.

Factors for Choosing the Right Strategy

The selection of the optimal negotiation strategy depends on several contextual factors:

• The interest in the results (for oneself and the other party).
• The perception of the feasibility and costs associated with the strategy.
• The organizational or social context in which bargaining takes place, including:
  • The amount of resources available.
  • The degree of external pressure on the group or organization.
  • The dependence of the parties on each other.