Negotiation Process and skills.pptVIP

The Negotiation Process: Four Stages A Key Concept for All Negotiations Negotiator and mediator Theodore Kheel summarized a critical concept:2 “Negotiations are about changing the status quo. Unless both parties can receive something more than what the status quo provides, there is nothing for them to negotiate.” Why? If not, they will choose the status quo and walk away.2 Theodore W. Kheel, The Keys to Conflict Resolution (New York, NY: Focus Walls Eight Windows, 1999). Five Negotiation Skills Skill 1: Preparation before entering a negotiation includes deciding a BATNA Skill 2: Consider ap