Overview of the Five Phases of Negotiation

  • Alan McCarthy
  • Steve Hay
Chapter

Abstract

You’re now ready to learn about the types of activities that go on in all negotiations. Before we cover in depth the behavior in any one part of commercial negotiation, we’ll break down the process into five overall phases, as shown in Figure 4-1.

Keywords

Planning Phase List Price Credit Term Credible Alternative Discussion Phase 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

Copyright information

© Alan McCarthy 2015

Authors and Affiliations

  • Alan McCarthy
    • 1
  • Steve Hay
    • 1
  1. 1.NMUS

Personalised recommendations