Page 19 - Mini-Module 2

At the Negotiation Table:

Steps in Negotiation

Step 1: Settling down Step 2: Positions Statement
Make connections, participants in the Each participant takes it in turn to

negotiation must see themselves as state their case. This should take no
colleagues. longer than 5 minutes each. Notes
can be taken.

Step 3: Focusing Attention & Reframing Step 4: Suspending Assumption

The points made by each participant are Clarify any assumptions. 'Suspend'
noted for all. A whiteboard may or may means to hold these up in front of
not be used. If they are not written down everyone so they can be plainly seen
then they should be reframed by each by all. Each participant should take
participant in turn. Reframing means this in turns. This may need to be
putting the others position in ways that repeated during the process of
show that they understand. negotiation as assumptions may
change.

Step 5: Consider the Offer Step 6: Identify Issues

In turns, 'weigh' up or 'balance' the offers From the needs, fears, and concerns,
made by participants. identify specific issues to be
addressed..

Step 7: Generate Options Step 7: Generate Options
Make an agreement. Make an agreement, and reality test.

Reminder: Holding the context

Continually check to see if the negotiation is still in context…that is, that what is being
discussed relates specifically to the major issues being negotiated.

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