Define the ground rules After you've established strategies during the first step, it's time for both parties to define the ground rules by verbalizing initial proposals or demands. Determine if meeting on your own turf or the other party's turf will prove more advantageous. After deciding on the time and location, decide the length of time to dedicate to negotiation. Allowing additional negotiating time may give you more time to explain your proposal and enhance your chances of a positive outcome. On the other hand, additional time may frustrate, irritate, or bore the other party, resulting in a negative outcome.
Time spent with the other party prior to negotiation is also crucial.
In a male-oriented culture, research indicates that time spent with the other party prior to negotiation is more important than the actual negotiation. As a result, the more time you spend with the other party before negotiation, the greater the probability that the other party will work with you during negotiation. 11 Also, during the second step of the negotiation process, use body language to convey confidence during the negotiation. Axtell states that body language is as effective or more effective than words. Women stand with their feet close together and one toe pointed inward, denoting submissiveness.