Lesson 3 Effective collaboration – negotiation

Learning about the different stages of the negotiation process

What is a negotiation?

  • A negotiation is a process by which two or more people (or groups) resolve an issue or arrive at a better outcome through compromise. Negotiation is a way to avoid arguing and come to an agreement with which both parties feel satisfied.
  • The negotiation is a process that not only affects the business field. Whether if it’s agreeing whose turn it is to do the dishes or negotiating a salary rise, negotiation is a tool to resolve conflict.

Stages of a negotiation:

  • Preparation: determine the goals you want to achieve by the end of the negotiation
  • Information exchange: before starting the negotiation, “ground rules” should be established to avoid. During this information exchange, parties usually exchange their initial positions.
  • Clarification: this stage is about discussing and justifying their initial positions.
  • Bargaining and problem solving: this stage covers the process upon which the parties will give-and-take in order to move towards a win-win outcome following a positive course of action.
  • Conclusion: once the parties have agreed on a solution, both parties should thank each other since a successful negotiation is not one just with a positive solution but also one that creates and maintains good long-term relationships
  • Implementation: if a positive agreement has been achieved, at this stage it will be applied.

Negotiation tips:

  • Show deference: a negotiation involves both parties, demonstrate that you are genuinely interested on a win-win situation.
  • Understand the other party: be open to recognize the other party goals and motivation. Build a trustworthy relationship.
  • Take emotions into consideration: in order to participate on a smooth negotiation, don’t close the door on emotions. You’ll not get a logical outcome just because emotions are left aside, and you’ll only hurt the other parties. Deactivate negative feelings and boost positive emotions.

Always remember:


Being able to negotiate is a transversal skill. From work to home, relationships are a constant give-take process: It’s not about winning but about long-term stable relationships.