Stepping Back

Stepping Back

Understand the importance of fully preparing for the final stages of the negotiation and how you can use authority, social proof, reciprocity, and consistency as powerful negotiation tools.


As we highlighted earlier in this chapter, most negotiations go through four distinct stages:

·       the opening,

·       exploring possibilities,

·       bargaining and persuasion, and

·       concluding.

I. Take a Break

Once you and your counterpart have presented and generated a range of possibilities, it’s often advisable to take a break so that you can: