Stages of Negotiation

In order to achieve a desirable outcome, it may be useful to follow a structured approach to negotiation. For example, in a work situation, a meeting may need to be arranged in which all parties involved can come together.

• The process of negotiation includes the following stages:
• Preparation
• Discussion
• Clarification of goals
• Negotiate towards a Win-Win outcome
• Agreement
• Implementation of a course of action

Watch this explanatory VIDEO!

Case study

In this case study, we have an incident where tourists-customers wanted to rent a boat pleasure with a skipper. These people were from a different country and with another culture from the skipper.
In one case, we have the skipper approaching courteously and in a friendly manner a debate about the country, the culture and the reasons why he visited this place. He tried to motivate them by describing some of the attractions in destinations they had planned to visit during the yacht trip. After a while, they established a very relaxing and comfortable atmosphere on the boating pleasure.
And in the other case, the skipper does not show any particular interest in touring for tourists-customers, so they remain unhappy because they have not managed to get to know a different culture, local society and sightseeing.

Lessons learned

Concerning the information about what negotiation skills are always on the job of the skipper. Since you will have various types of guests from different cultures and with different everyday habits it is very important to focus on quality reception of information. Always check if you have understood each other well. Your clients must feel that their questions are both understood and answered to their satisfaction because they are not paying for boat accommodation only but also for your service. So it is important to always be polite, patient, concise, clear and confident and try to ensure that your clients understand what you want to communicate with them. In your verbal communication avoid being judgmental or leading or sarcastic.

A short TEST to check everything is understood!