Our Four Negotiation Mantras

  • Alan McCarthy
  • Steve Hay
Chapter

Abstract

Our clients frequently ask us how best to recognize when the other party is prepared for negotiation. Sometimes, one party can begin a negotiation without the other party feeling that a negotiation has started. Our clients often ask how to distinguish between simply building initial rapport and the more substantial phases of negotiation, how they can be sure they should continue to negotiate, and how to know when it’s time to reach a conclusion. To answer these questions, RDC has four negotiation mantras that are worth chanting to yourself, as shown in Figure 3-1.

Keywords

Cooperative Behavior Cooperative Mode Competitive Mode Substantial Phasis Negotiation Mode 
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

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