Page 10 - Mini-Module 2

The Way Negotiation Works

Negotiation should be easy, after all, it is a simple three stage
process. You have a problem, you exchange ideas and solutions
and you reach an agreement.

Illustration 1. Process of Negotiation

Stage 1 Problem Two or more differing posi-
tions on an issue

Stage 2 Exchange Positions, solutions, ideas
and views are shared. At-
tempts made to resolve differ-

Stage 3 Agreement Everyone is content with out-

But as every beginning principal knows only too well, negotiation is
not easy, and some people do it better than others. Negotiation is
a skill that has to be honed through knowledge and practice.

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