Getting Started

Getting Started

Learn about the four key negotiation stages and why it’s important to both set the right tone for any negotiation and agree on the process before the real work begins.


With your preparations complete, it’s time for you and your counterpart to take your seats at the negotiation table. If it feels like you don’t know everything you need to know, don’t worry. That’s perfectly normal. Throughout the negotiation, you’ll be working hard to fill any gaps in your knowledge and test any assumptions you’ve made.

I. The Four Stages of Negotiation

In general, negotiations pass through four key stages:

·       the opening,