Negotiation's bargaining stage is about constructively resolving potential conflict by exploring positions, identifying common ground and sticking points, and systematically building agreement through offers, counteroffers, and concessions, guided by a sound process and open communication.
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negotiation is conflict with a good
intent and mediated by a sound process
in this video I want to talk about the
core the bargaining stage of a
negotiation the point where you and the
other parties get together and craft an
agreement it's the first part of the
bargaining stage which starts
immediately following the opening of
course is to explore the positions of
the parties each of you will take it in
turns to articulate your position what
you want to achieve and your desires
your fears and as much as you're
prepared to share about with the context
when the negotiation so that you can
understand one another's positions what
you're doing is looking for two things
firstly there are points of overlap
overlapping desires
overlapping needs overlapping concerns
to bring the parties together and
sometimes there will be some easy wins
from these overlapping needs and desires
aside from this common ground the other
thing you're looking for is sticking
points the things that you can identify
early are going to be tricky not so that
you could scare yourselves about how
difficult the negotiation is going to be
but so you can log those points and know
that they're going to come up and deal
with them in a structured logical and
once you understand each other's
positions you know where the common
ground lies you know where the sticking
points are likely to be you can plan the
process of negotiation in greater detail
with an agenda you can start to make
progress and I suggest you focus
initially on the common ground and make
progress on the easy things it is easier
to build agreement based on an agreement
than it is to build agreement based on a
disagreement so start off with the
common ground and structure as much of
an agreement as you can based on that
and then you can start to work on the
issues the hot topics the sticking
points don't get discouraged by problems
that you encounter as you go my best tip
is to ask questions the more you can ask
questions of one another genuine
inquiring questions the more likely you
are to uncover and the depths beneath
the positions the intent the needs the
real desires and find creative options
to solve them at each point where you
can agree something with your agreeing a
step in a negotiation or your agreeing
to disagree vide enta fide a sticking
point you both recognize needs to be
resolved summarize summarizes you go and
make notes this constant series of
summaries of things you're agreeing on
will show progress and will be
motivating to both parties when you
receive an offer from the other party
whether it's for the whole agreement or
for a part of the agreement ask yourself
how does it sound does it sound too good
because if it does there is a
possibility it is too good to be true
is a possibility that they may have
misspoken in which case don't try to
take advantage of it because they'll
only change their mind later on and
you'll get into a pickle it may be that
you've misunderstood it may be that
there is some conditions attached to
what sounds like a good offer that you
need to better understand before you can
evaluate it but what if the offer you
get doesn't sound good enough we'll
remember it's only an offer it's time
for you to make a counteroffer or a
request for a concession and when you're
ready to make counter offers there are
two principal ways that you can make
them the first is the if you then we
formulation if you were to do this if
you were to accept that if you were to
commit something then we would be able
to do accept commit that and the second
formulation is if we were to do this off
of that accept this then would you
accept that do that commit something else
the way that I phrased them as a
question makes them sound more like an
inquiry than a proposal and it enables
you both to explore the counteroffer and
explore the parameters around it it
comes across as a lot less pushy and a
lot more collaborative than making the
offer saying we'll do this and we want
you to do that or we want you to do this
and if you do as a concession we'll do
this that approach can very quickly
break rapport and deadlock and
negotiation the more your negotiation is
predicated around a series of questions
so that when the answer emerges it's one
that has agreement of both parties the
better you'll be thinking about
concessions you should be going into a
negotiation having prepared a list of
concessions that you can ask for and a
list of concessions that you can offer
that's not to say that other things want
occur to you and your team during the
negotiation but having that list means
you are ready for that bargaining that
will take place the series of offers and counteroffers
