Negotiation Fundamentals

Summary

This practice note sets out the fundamentals of negotiations, including preliminary steps such as information gathering, which involves setting the right tone, reading non-verbal language, and identifying helpful clues, planning a strategy selection, and putting forward opening positions, packages and proposals depending on the strategy the parties are undertaking. Last it sets out the bargaining process in negotiations, depending on the strategy undertaken, and where an agreement is reached during the negotiation process.