BUS403: Negotiations and Conflict Management

The chart in this section depicts the negotiation process in three steps: pre-negotiation, negotiation, and post-negotiation. Read the suggestions to consider during pre-negotiation, including assessing your confidence level, determining what is really important to your prospect, and identifying your pre-negotiation goal (the minimum you will accept during negotiation). In the third step, post-negotiation, you should celebrate with everyone who was part of the negotiation. This is an important step to help build your relationship and prepare for your next negotiation. Attempt the exercises questions at the end of the section.