Effective Negotiation and Resolution

Phase 1: Before negotiation

Step 1: Prepare and plan What you must have and what you are willing to give? What do you know about the other party? What do they want? What is their position on this issue? What are they willing to give? What is your bottom line? What are your alternatives? What are you willing to settle for? What would a “win-win” resolution look like?

Phase 2: During the negotiation

Step 2: Setting the tone Use “I-Statements” to express your problem or needs, and the actions of the other party that have contributed to this problem. Be assertive in stating the impact on you. Avoid blaming or judging the other party.

Step 3: Exploring underlying needs Actively listen for facts and reasons behind other party’s position. Reflect back and explore their underlying needs. If your needs appear to be in conflict, clarify whether this is the case. Try to develop creative alternatives. If things become difficult, try to take a break.

Step 4: Selecting, refining, and crafting an agreement Have a starting solution that you can present. What is your best outcome? Listen to the other person’s solution? How would this impact you? Consider in what ways you can modify your solution. Consider in what ways you can accept the other’s solution. Focus on the problem and not the person.

Step 5: Reviewing and recapping the agreement Ask for a written agreement or letter of intent. Write down your own understanding of the agreement and ask for confirmation. Indicate your understanding and state your “negative” confirmation, that is, unless the other party responds differently, you will accept your statement as the agreed upon solution.

Phase 3: After the negotiation

Step 6: Reviewing the negotiation Review the negotiation process. What can you learn that will help you do better the next time?