CIMA E2 Syllabus B. Managing people performance - Phases of Negotiation - Notes 3 / 6
There are 4 phases of negotiation:
Preparation - This is the task of gathering information on the issues which will form the basis of a negotiation.
Opening - This is the task of fact finding about the opposing side's position.
Bargaining - Each party tries to persuade the other party to accept less than what they wanted.
Closing - An agreement is reached at this phase.