Page 18 - Leadership Basics 9

At the Negotiation Table: Steps in Negotiation

Step 1: Settling down Step 4: Suspending Assumption

Make connections, participants in the Clarify any assumptions. 'Suspend'
negotiation must see themselves as means to hold these up in front of
colleagues. everyone so they can be plainly seen
by all. Each participant should take
this in turns. This may need to be
repeated during the process of
negotiation as assumptions may
Step 2: Positions Statement
change.
Each participant takes it in turn to
state their case. This should take no
longer than 5 minutes each. Notes Step 5: Consider the Offer
can be taken.
In turns, 'weigh' up or 'balance' the offers
made by participants.

Step 3: Focusing Attention & Reframing Step 6: Identify Issues

The points made by each participant are From the needs, fears, and concerns,
noted for all. A whiteboard may or may identify specific issues to be
not be used. If they are not written down addressed.
then they should be reframed by each
participant in turn. Reframing means
Step 7: Generate Options
putting the others position in ways that
show that they understand. 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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