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Persuading, Negotiating and Influencing

Negotiation stages and strategies

  • 3 things to know
  • AS 1

Overview

Negotiation stages and preparation, BATNA, win–win and win–lose outcomes, Fisher and Ury's principled negotiation, positions and interests, concessions and the zone of possible agreement.

What you need to know

Answer each one before you reveal it.

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Key term

Give three situations in which a consultant negotiates.

Key term

Analyse the risks of a consultancy cutting its fee sharply to win a negotiation with a large client.

Key term

Define negotiation.

Questions from this subtopic

Each one with the model answer underneath.

  1. 1

    Define negotiation.

    Model answer

    Negotiation is discussion between parties with different interests, aimed at reaching an agreement. Each side usually gives something up to gain something else.

  2. 2

    Give three situations in which a consultant negotiates.

    Model answer

    A consultant negotiates the fee and scope of an engagement with a client. A consultant may negotiate with a client's suppliers on the client's behalf. A consultant also negotiates deadlines and resources within a project.

  3. 3

    Name the main stages of a negotiation.

    Model answer

    The main stages are preparation, discussion, proposing, bargaining and agreement. Implementation of what was agreed follows the deal.

  4. 4

    What should a consultant do in the preparation stage of a negotiation?

    Model answer

    The consultant should set objectives, research the other side's needs and decide the lowest acceptable outcome. Preparation gives the negotiator confidence and prevents rash concessions.

  5. 5

    What is a BATNA?

    Model answer

    A BATNA is the best alternative to a negotiated agreement. The term comes from Roger Fisher and William Ury's book Getting to Yes, published in 1981.

  6. 6

    Why does knowing its BATNA strengthen a firm's negotiating position?

    Model answer

    A firm with a good alternative can walk away from a poor deal. The firm will not accept terms worse than its fallback option.

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