The negotiating process

After small talk to establish a good rapport, both groups normally present their opening position. However, stratagies and tactics have been prepared and there is usually room to maneuver. Parties willprepare an ideal position but will be prepared to make concessions and move to a fallback position to meet the required conditions. Proposals and counter-proposals will be made as part of this process. It may also be necessary to identify and overcome obstacles to a settlement. After a great deal of bargaining or haggling, both parties should compromise without losing face. Finally, a deal will be reached and a contract will be signed.

Opening

The purpose of the opening stage of negotiation is to position yourself and your needs, letting the other party know what you want, both as a outcome and in the process of negotiation.

If you open first, then you are showing a lead and forcing the other person to follow.

If you open second, then you have the opportunity to respond to whatever the other person says.

At the opening stage:

• Create a positive atmosphere quickly.

• Respect cultural expectastions of behaviour.

• Establish a framework: agenda, procedure, roles.

• Agree a timetable.

• Establish a framework: agenda, procedure, roles.

• Stress common interest.

During the negotiation

• Listen and clarify the objectives of the other party.

• Check to make sure they understand you.

• Focus initially on areas of agreement.

• Make constructiveproposals.

• Be clear, firm and to the point.

• Handle conflict positively.

• Be creative and flexible when bargaining.

• Reach a position of mutual advantage.

Ending the negotiation

• Summarise and agree the deal.

• Clarify future responsibilities.

• End positively.

After the negotiation

• Recognise success.

• Learn from failure and improve for next time.

• Build up and extend a new relationship.

Some golden rules

DOS	DON`TS
have clear objectives with strategies for concession and fallback know the negotiating culture of your partner be flexible when bargaining, give what is cheap for you and valuable to them keep your true objectives secret as long as possible be friendly when you haggle over money	never set unrealistic targets never give anything away without getting something in return never be the first to make an offer never accept the first proposal never alter your offer without hearing a counter-offer never say “no”, say ‘if” never make promises you can’t keep

Useful Expressions

Making an opening statement Welcoming Welcome to ... I'm sure we will have a useful and productive meeting ... First meeting We see this as a preparatory meeting ... We would like to reach agreement on ... One of a series of meetings Following previous meetings we have agreed on some important issues. Today we have to think about ... Stating your aims and objectives I'd like to begin with a few words about our general expectations May I outline our principle aims and objectives today ... We want to clarify our positions ... Stating shared aims and objectives Together we want to develop a good relationship It is important for both of us that we agree on ... Handing over I'd like to end there and give you the opportunity to respond to this. I'd like to hand you over to my colleague ... , who has something to say about ... Bargaining We can agree to that if/on condition that ./as long as ... That's not acceptable unless/without ... Making concessions If you could ... we could consider ... As/so long as ... we could agree to ... ? We could offer you... /Would you be interested in... ?

Accepting We agree. That seems acceptable. That's probably all right. Dealing with conflict I think we should look at the points we agree on ... We should focus on the positive aspects ... We should look at the benefits for both sides ... It is in our joint interests to resolve the issue ... What do you think is a fair way to resolve this problem? I think we should look at the whole package, not so much at individual areas of difficulty. Perhaps we could adjourn for a little while. I think we need to consider some fresh ideas ... Rejecting I'm afraid we can't ... Before agreeing to that we would need ... Unfortunately ... I don't think it would be sensible for us to ... Ending negotiations So, can we summarize the progress we've made? Can we go through the points we've agreed on? So the next step is ... It's been a very useful and productive meeting. We look forward to a successful partnership. Breaking off negotiations I think we've gone as far as we can. I'm sorry, but I don't think we're going to agree to a deal. It's a pity we couldn't reach agreement this time. Unfortunately we appear unable to settle our differences. It would be better if we looked for some independent arbitrator.