A process view of negotiation:

Negotiation is not just one conversation — it is a step-by-step process.
This process helps two sides move from differences to agreement.

Let’s break the process into simple stages:

🔵 Step A: Assessment of Self, Others, and the Situation

This is the thinking stage before negotiation begins.

You ask yourself:

This step builds clarity.
Without this assessment, negotiation becomes confusing.

Once you understand the situation, you prepare your plan.

Here you decide:

This is your preparation phase — the more you prepare, the better you negotiate.

This is where you sit with the other party and talk.

It has three parts:

You share your needs and understand their needs.
Both sides clarify expectations.
This builds transparency and trust.

This is the give-and-take phase.
You propose terms, discuss options, and explore solutions.

Both sides decide which option works best.
You try to reach common ground.

After negotiation, you reach the best possible terms for both sides.

There are two possibilities:

If you feel the offer is not good enough (optimistic view), you go back to Creating Strategy (Step B) and improve your plan.
If the offer is too poor or both sides disagree (bleak view), the negotiation can reach an Impasse (no agreement).

Once both sides agree on the terms, you:

This completes the negotiation process.