Negotiating outcomes are the types of results that can happen at the end of a negotiation. Negotiation Outcomes: Process or Context? 3. ADVERTISEMENTS: This article throws light upon the three main phases of the negotiation process. To get the best outcomes, you need to understand the steps involved in the negotiation process. All five are available now in a comprehensive eBook, which you can download here.. At the heart of this argument is the assumption that different kinds of negotiation processes produce different outcomes. The negotiation process Every time you negotiate, you have to make choices that affect whether you achieve a successful outcome for your business. 2. The Negotiation Phase 3. Both parties have pre-determined goals that they wish to achieve. Each outcome can also have alternatives. Having three or more acceptable outcomes permits the frame of the negotiation to stay on interests, or joint problem solving. The idea behind this list is to expand your focus; to help you see the different possible outcomes of negotiating in a broad way. Also, negotiations frequently meet more than one of these measurements. The importance of preparation. For example, if a client believes a provider should reduce the cost of their service to $800, and the provider believes they maintain the cost of their service at $1000, the two parties may negotiate a $900 service. This article is the fifth in a 5-part series on business negotiations. Over 80% of the negotiation outcome is commonly achieved in the pre-negotiation phase, and systematic preparation assists in achieving the outcome you seek. The integrative negotiation process may take longer because both parties have to feel fully satisfied before coming to an agreement. Pre-Negotiation Phase: The first and the most important step is the selection of the negotiating team. Increasing the pie to include things that can help move the negotiation to joint … Characteristics of Negotiation There are certain characteristics of the negotiation process. What business outcomes do we seek through this negotiation? This assump- There are also a number of negotiation factors that can affect these criteria – and therefore, your success in negotiations. All negotiations end up with one out of four possible outcomes: one party wins and the other loses, both parties lose, they get stuck in a stalemate, or both end up winning. If the negotiation fails, no agreement has been reached and the parties are forced to seek alternative solutions. The outcome of almost all two party negotiations can be categorized as win-lose (one party benefits to the detriment of the other), lose-lose (both parties are worse off after the negotiation), or win-win (both parties come out ahead). of concessions that occur in bargaining. Pre-Negotiation Phase 2. Download our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from Harvard Law School. Negotiation Process: Phase # 1. The outcome would be highly influenced […] Irmer and Druckman 210 Volume 2, Number 3, Pages 209–235. The phases are: 1. Post Negotiation Phase. There is a clash of pre-determined goals, that is, some of the pre-determined goals are not shared by both These are: There is a minimum of two parties present in any negotiation. One key component of negotiator satisfaction is our sense of the fairness of the negotiation process and outcomes. In reality, procurement professionals rarely walk into a negotiation with a predetermined set of desired outcomes and come away having successfully checked every box on their supplier negotiation checklist.
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