CRED Successful and Skilful Communications 2025

5

CONDITIONS AND APPROACHES

RESULTS, APPROACHES AND STRATEGIES

There are two key factors that will influence your approach:

1) Relationships: How important is the relationship with the other party? Will you be dealing with them again in the future (short or long term)? 2) Results: How important is it to get a really good deal for you?

❑ Each of the approaches in the diagram above are also the potential results of a negotiation. ❑ If you can, use Covey’s “win/win or no deal” approach.

STAGES OF A NEGOTIATION An effective negotiation tends to follow a logical sequence. There may be movement back and forth along

this sequence, but it can be detrimental to miss out any of the stages. The stages outlined below, give a solid structure to any negotiation. It is important to be aware of where you are within the stages, as this will help you to keep track and to keep control. 0) Preparation Stage: The preparation stage is essential. The bigger or more important the deal is to you, the more time you need to spend in preparation. 1) Discussion Stage: The discussion stage is an opportunity to find out more about the other party and reveal a bit about yourself. It is a time to ask questions and listen, to test any assumptions you may have made. This stage also serves the purpose of building rapport and trust, working on the relationship.

2) Testing Stage: This stage is about testing for movement. What are they prepared to move on and roughly how much? What is most important to them? At this stage, you are asking vague and tentative questions and making tentative suggestions, to weigh things up. 3) Trading Stage: This stage is more definite. Figures are discussed, possible deals are put forward and are countered or accepted. 4) Agreement Stage: This stage is where the deal is struck, where hands are shaken and then when appropriate, contracts are drawn up. There will usually be some ‘to’ing and ‘fro’ing between the Discussion, Testing and Trading stages. Sometimes, you might need to take a time-out to go back to your preparation.

©2025 Imaginarium Learning & Development

info@imaginariumdev.com

3