Key phases of a negotiation process

The Preparation: The Pre-Negotiation Work

Successful negotiation is built on thorough preparation, a phase that is often underestimated but absolutely crucial.

Before sitting down at the table, it is essential to carry out a thorough analysis of the situation, which involves making a diagnosis of both our own position and that of our opponent, assessing his interests, his power and, above all, the information he has at his disposal.

Next, we must set clear objectives, establishing a range between the minimum acceptable results and the maximum desirable ones, which will give us the flexibility to maneuver.

It is also vital to define the variables to be negotiated (price, deadlines, etc.) and to prepare the solid arguments we will use to defend our position on each of them.

Finally, preparation includes the logistical organization of the meeting: establishing an agenda, defining the times and deciding the place of the meeting, since it is not the same to play "at home", in someone else's field or in a neutral territory.

The Beginning: Creating the Climate and Testing the Terrain

The first phase of the negotiation itself, which occupies approximately 5% of the total time, focuses on creating a suitable climate to facilitate the dialogue.

To this end, it is advisable to start by chatting about neutral topics to "break the ice" before getting down to business.

An important psychological detail is not to sit down at the table immediately, since the act of sitting down sends the non-verbal message that the negotiation is about to begin; it is better to do so once that initial atmosphere of cordiality has been created.

At this stage, the rules of the game are also established, going over the agenda and the expected time frame.

Finally, it is time to feel out the other party, presenting in a general way our interests, probing theirs and showing our starting position, ideally starting by highlighting the points in common to build a basis for agreement.

The Proposals: The Exchange of Initial Positions

In this phase, each party formulates its proposals and initial positions are made clear. This is the time to use flexibility and creativity.

When formulating our proposals, we should do so in a reasoned and calm manner, using body language that conveys openness and sincerity, such as keeping our hands visible.

It is crucial to always leave yourself room for maneuver, as our first offer will most likely be rejected.

When receiving your opponent's proposals, the key is to listen carefully and not feel obliged to counteroffer immediately.

Take your time to analyze it, ask questions for clarification and always show a certain reserve, as almost never is the first offer the best.

Concessions: The Heart of the Negotiation

This is the most important phase, the one that represents the very essence of negotiating: the adjustment of positions through an exchange of concessions.

Here, the golden rule is never to make a concession for free; it must always be in exchange for something or to break a deadlock.

A smart tactic is to concede on what is of little value to you but of great value to your opponent, so that you can get something of great value to you in return.

It is critical to make it clear that you are making a concession so that the other party is inclined to reciprocate.

However, you are not obliged to make a concession every time the other makes one; the value of the concession is more important than the number of concessions.

The negotiation should always be viewed as an overall game, not as a series of isolated concessions.

The Closing: Formalizing the Agreement or Disagreement

The purpose of the final phase is to finalize the results and formalize them in an agreement.

It is advisable to begin