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7 Phases and Rounds

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Chapter Summary

This chapter looks at individual aspects of negotiation techniques in greater detail. Depending on the subject and your previous experience, they will serve to complement or deepen your understanding. In our experience these additional elements are well worth studying, even if you have very little time available. The chapter presents the four natural phases of negotiation: (1) warming up; (2) present your positions; (3) edging closer; and (4) conclusion or breakdown. Each of the four negotiation phases has a quite specific function to fill, corresponding to the main questions of concern. The main question in the chapter relates to the other party's wishes and needs: Why are they asking for this and not for that? What solutions could we agree on, and what concessions could we give in exchange for receiving what kind of concessions?.

Keywords: concession; negotiation; phases; rounds



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