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18 Institute of Leadership & Management The four stages of negotiation In negotiation, neither party knows what the other really wants or is prepared to accept or concede. There are four stages. •• Click on the arrows to find out about each stage. Copyright © The Institute of Leadership and Management 2015. These materials may not, in whole or part, be copied, reproduced, communicated, or otherwise distributed without the prior written permission of ILM.
19 Institute of Leadership & Management Stage one: Preparation An effective negotiator makes considerable effort to gather all relevant data. You need to understand your own offer, concessions and bargaining position. You also need to find out as much as you can about your counterpart. The information is often included in an official preparatory document drafted before the negotiation process. • • Click on the orange circles to find out what you need to do at the Preparation stage. Preparation Copyright © The Institute of Leadership and Management 2015. These materials may not, in whole or part, be copied, reproduced, communicated, or otherwise distributed without the prior written permission of ILM.
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