First, let's discuss the basic and natural design that every negotiation follows. Every aspect of every single negotiation can be broken down into three phases.
Yes, there are just three. I don't care if your negotiating for a new car, a truckload of freight, a first kiss or a first date, everyone single one follows this simple design.
When you take the time to understand these steps you will recognize which phase you're in while you're negotiating. An important thing to know, because the person on the other end of the phone or across the table from you, most likely, doesn't know that the phases of negotiation even exist. That being said, I would also say it's safe to assume they also don't know the phase and purpose of where they are in this process at this particular moment in time.
It is very simple, and if you replay your last negotiation in your minds eye, slowly, you will see how it followed this pattern...
1. Pre-Negotiation, Framing.
2. Arrested Development, Impasse, Stalemate, Deadlock, it's called many names, but all the same concept and a beautiful one at that...
3. Transaction, Settlement, Agreement, is reached and everyone is satisfied. Not necessarily happy, but satisfied.
More on Monday...
Negotiating with Freight Brokers & 3PL's...Book...CD....DVD.
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