To conduct successful negotiations, you need to know the techniques of negotiating.
If you are looking to develop skills in negotiation, consider participating in Negotiation Training Course delivered by pdtraining in Sydney and other cities in Australia.
The three phases of a negotiation are:
• Phase One – Exchanging Information
• Phase Two – Bargaining
• Phase Three – Closing
These phases describe the negotiation process itself.
Before the process begins, both parties need to prepare for the negotiation. This involves establishing their bargaining position by defining their BATNA, WATNA, and WAP (see Module Three). It also involves gathering information about the issues to be addressed in the negotiation.
After the negotiation, both parties should work to restore relationships that may have been frayed by the negotiation process.
It is essential to pay attention to all the phases of negotiation. Without the first phase, the exchange of information and the establishment of bargaining positions, the second phase cannot happen in any meaningful sense because no-one knows where they stand.
It sets a scene for demands to be manageable and reasonable.
Negotiations are, after all, about the art of the possible. Without the third phase, anything that has been decided during phase two cannot be formalised and will not take hold – leading to the necessity for further negotiation or an absolute breakdown in a relationship.
Pdtraining delivers 1000’s of professional development courses each year in Brisbane, Sydney, Parramatta, Melbourne, Adelaide, Canberra and Perth, so you can be assured your training will be delivered by a qualified and experienced trainer.
All public Negotiation Training courses include am/pm tea, lunch, printed courseware and a certificate of completion. Customised courses are available upon request so please contact pdtraining on 1300 121 400 to learn more.