Understanding Successful Negotiation

Understanding Successful Negotiation

Biz Library
Updated Feb 05, 2019
Negotiation consists of five phases that include investigation, determining your BATNA, presentation, bargaining, and closure. Research shows that some common mistakes made during negotiations include accepting the first offer made, letting egos get in the way, having unrealistic expectations, getting overly emotional, and letting past negative outcomes affect the present ones. Third-party negotiators are sometimes needed when two sides cannot agree.