Question
The four steps of the negotiation process as described in the book 'Bargaining for Advantage: Negotiation Strategies for Reasonable People' are: 1) Preparation, 2) Information exchange, 3) Opening and making concessions, and 4) Closing and gaining commitment.
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Negotiation is a four-step process, which involves preparation, information exchange, opening and making concessions and closing and gaining commitment. Learn exactly how to behave at each step by first understanding the six foundations inherent to negotiation: your bargaining style, your goals and expectations, authoritative norms and standards, relationships, the other party's interests and leverage. Find out why the most competitive people do not make the most successful negotiators and why you should set expectations instead of targets. Learn how to set the standards in your favor and how to navigate relationships in the negotiation. And, understand why the most powerful tool you have is knowing what the other side wants and using that to turn the tables of leverage in your favor.
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