Business Negotiation June 27, 2013

Negotiating-A Five Act Drama.

A negotiation is much like a five act drama. Viewing the give and take process this way provides insights and tools to plan effectively.

When he was Foreign Minister for Israel, Shimon Peres had a similar view of negotiation, but his metaphor was somewhat different. He saw the negotiation process as an airplane flight. The plane enjoyed a smooth take-off. Before long it encountered severe turbulence as it rose through the dark and choppy clouds. Once above the clouds it proceeded in a smooth flight toward its destination. But to get where it wanted to go, it had to descend once more through the clouds. There the turbulence was worse than ever. Below these wild and treacherous clouds it encountered the normal difficulties of landing, never and easy task.

Peres expected that his meetings with the Palestinians and others would be difficult. By viewing the process in terms of an airplane flight he was better able to remain cool as others wavered when the clouds of disagreement grew dark. In a similar way, understanding negotiation as a five act drama will be useful as you prepare for your voyage through the ups and downs of the bargaining process.

The five acts of the negotiation drama are:

Act One: Before the Negotiation Begins. Act One takes place before the conference, sometimes long before.

Act Two: The Bargaining Talks Begin. Act Two begins when the buyer and seller meet for the first time at the bargaining table.

Act Three: Moving Toward Agreement: Act Three is when the buyer and seller jointly search for win-win ideas to make the deal better for both of them.

Act Four: Hard Bargaining and Power. Act Four is the hard bargaining and power stage of negotiation.

Act Five: The Closing Stage: In Act Five, the hard bargaining ends and the closure state begins. 

In my next post, I will discuss Act One-Before the Negotiation Begins.

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

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Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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