Page 10 - Leadership Basics 9

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 positions
on an issue

Stage 2 Exchange Positions, solutions, ideas and
views are shared. Attempts made
to resolve differences to mutual
satisfaction.

Stage 3 Agreement Everyone is content with outcome

But as every middle‐leader 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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