A brief review of the traditional approach to negotiation, characterized by identifying, presenting and urging or defending positions. This segment covers opening offers, zones of agreement and making concessions. Requirements of applicable rules of professional conduct are discussed. Participants identify needs or interests taking into the account the needs or interests of both the represented client and the negotiator or agent which need to be addressed in order to maximize outcome. Most negotiations are neither purely positional nor purely interest-based.
Effective negotiation needs to combine elements of both approaches.
Assumptions inherent in an integrated approach are presented as well as how those assumptions affect the structure of the negotiation and choice of negotiation strategies. Preparing to Negotiate Adequate preparation for negotiation is essential. Preparation includes identifying needs, interests and objectives which must be addressed to achieve a good outcome. A variety of tools is used to increase participants self-awareness regarding their listening and communication style. Conducting the Negotiation Five stages in the negotiation process are discussed.