A four-phase model for the negotiating process
Featured in the Negotiation Skills training manual
By Dave Clarke & David Simmonds& Ian Steers
Category: Communication Skills
Credit price: 3 download credits (Single user)
Negotiation is not some mysterious gift with which only certain people are blessed; it is a sequence of activities which can be learned, practised, mastered and applied. This training activity looks at a four-phase model of the negotiations process and identifies the phases, their purposes and aims, and what each involves. By understanding how the negotiating process works, the participants will gain an increased understanding of what negotiating is like in practice and an increased confidence in their ability to play an effective negotiating role.
After an introductory input from the trainer, the participants work individually and then in pairs to identify and apply the four phases of negotiating. They then discuss the learning points and applications.
Who is it for: This training resource is intended for use by trainers to provide participants with a four-phase model to apply to the negotiating process.
| Resource Type: | Activity |
| Min Group Size: | 4 |
| Max Group Size: | 20 |
| Typical Duration: | 01:25:00 |
| No of Pages: | 16 |
Resources: View standard resources for Fenman training activities
Purpose: This training resource is intended for use by trainers and is fundamental to any training and development in negotiating skills. It is for use with participants who are learning how to negotiate for the first time and for more advanced negotiators.
Download the training activity, A four-phase model for the negotiating process as featured in the Fenman training manual; Negotiation Skills