Page 55 - eBOOK ORGANISATIONAL BEHAVIOUR FULL REPORT (eISBN)

Low (Sharing information will only High (Sharing information will
Information
allow other party to take allow each party to find ways to
Sharing
advantage) satisfy interests of each other)

Duration of Short term Long term
relationship

Figure 6.4 Distributive versus Integration Bargaining

th
Source: Organizational Behavior, 15 . Edition, Stephen P. Robbins. Timothy A. Judge

6.10 Steps in Negotiation Process

There are five steps of negotiation process.

1. Preparation and planning

In the preparation and planning stage, you (as a party in the negotiation) need to

determine and clarify your own goals in the negotiation. This is a time when you

take a moment to define and truly understand the terms and conditions of the

exchange and the nature of the conflict.

2. Definition of the ground rules

Once you’ve done your planning and developed a strategy, you’re ready to begin
defining with the other party the ground rules and procedures of the negotiation

itself. Who will do the negotiating? Where will it take place? What time

constraints, if any, will apply? To what issues will negotiation be limited? Will you

follow a specific procedure if an impasse is reached? During this phase, the parties

will also exchange their initial proposals or demands.

3. Clarification and justification

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