STAGES DURING NEGOTIATION

As I mentioned in my previous post, the real skill in negotiation is not choosing one “school” of negotiation but knowing when and how to use the tools from different approaches.

Based on my experience in business negotiations, I usually follow three key #steps to optimize the outcome. For me, it is very important not to skip any of them.

① Build Rapport – The first and essential step is building rapport.

Rapport creates a sense of trust, understanding, and mutual connection between negotiating parties. When rapport is strong, people become more open, flexible, and willing to collaborate. It also increases the likelihood of long-term relationships.

Some of the tools I use to build rapport include:

• Active listening
• Power of “NO”
• Finding and discussing common interests
• Mirroring and labeling
• Open-ended questions

Equally important is authenticity. Genuine curiosity and respect are essential. If people feel manipulated, rapport disappears immediately.

② Influence Perception – The second step is influencing the other party’s perception.

In negotiations, reality is often less important than how each side perceives the situation. Influence is the ability to shape the other party’s perceptions, decisions, or behavior and guide the negotiation toward a desired outcome without using force or authority.

It is not about manipulation, but about strategically guiding the conversation. In many cases, negotiation success depends more on influence than on power.

Some tools that help influence perception include:

• Clear preparation and defined targets
• Market and supplier analysis
• Subject expertise
• A strong BATNA
• Anchoring
• Understanding loss aversion
• Using time pressure or deadlines

③ Behavioral Adaptation – The third step involves behavioral changes and moving toward a rational win-win approach.

This means adapting communication style, emotional responses, and strategic behavior to improve outcomes while maintaining the relationship.

Tools I often use in this stage include:

• Active listening
• Tactical silence
• Tit-for-tat reciprocity
• Labeling
• Focusing on interests rather than positions
• Brainstorming solutions
• Open-ended questions
• Carrots and sticks
• Structured lists of demands

From my perspective, these three steps are essential.

But one principle remains critical throughout the entire negotiation process: authenticity.
The goal is not manipulation, but using the right tools to create understanding, influence perceptions, and ultimately reach a mutually valuable agreement.