Negotiation Cycle: The Five Phases of Negotiation

Module Objectives:

Understand and practice key strategies to support each phase of the negotiation
How to plan your negotiation strategy to anticipate and address any situation that might arise
Learn to begin the conversation and build trust, in order to keep the negotiation on a positive, Win Win direction
How to suggest solutions that invite collaborative participation from the other side
Give and take concessions in a way that enables each side to obtain something of value as a result of the negotiation

Field Work:

Create a “negotiation map” for three accounts detailing what steps will be taken and/or what strategies will be used during each phase of an upcoming negotiation conversation.
Test the “negotiation map” with at least one of the three accounts.