Negotiation stages

Some negotiations can be very short, but in general they follow these steps

1. Preparation: before starting to negotiate, it’s important to be prepared. This involves defining clear objectives, identifying the interests and needs of the parties, gathering relevant information and developing a negotiation strategy.
2. Introduction: the parties introduce themselves and their general objectives.
3. Discovery: the parties explore each other’s interests and concerns. They can ask questions, listen and look for potential solutions. This is a stage where the parties seek to understand each other’s needs, priorities and constraints.
4. Proposals and counter-proposals : The parties begin presenting their proposals. There can be a lot of back-and-forth between proposals and counter-proposals, as the parties seek to find mutually beneficial common ground.
5. Concessions: In this stage, we’re getting closer to an agreement, and the parties can make concessions and adjust their positions in an attempt to come to an agreement. This may include compromises on certain points or exchanges.
6. Finalizing the agreement: Once the parties have agreed on the key terms, it’s time to finalize the details and draw up a formal agreement. This may include drawing up a contract or written agreement that defines the rights and responsibilities of each party.
7. Implementation and monitoring: once the agreement has been signed, the parties move on to implementation. This may involve actions such as the delivery of agreed products or services, the fulfillment of financial commitments or other specific conditions of the agreement. It is also important to put in place monitoring mechanisms to evaluate performance and resolve any problems that may arise.

AND REMEMBER, A BAD DEAL IS BETTER THAN A GOOD JUDGMENT!

Jean-Pierre Mercier

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