Every negotiation moves through predictable phases. Knowing them — and what to say in each — keeps you calm and in control. Here's the five-phase map.
Prepare and open
Before you talk, know your goal, your walk-away, and their likely interests. Open by building rapport and framing: 'I want to find something that works for both of us.' Preparation is where negotiations are won.
Explore and bargain
Ask questions to understand what they really need, then trade: 'If you can do X, I can do Y.' The best deals come from understanding interests, not just trading positions.
Close cleanly
Frequently asked questions
What are the phases of a negotiation?
Preparation, opening, exploring interests, bargaining, and closing — each with its own goal and language.
Which phase matters most?
Preparation — knowing your goal, walk-away, and their interests wins negotiations before they start.
How do I close a negotiation?
Confirm the agreement clearly and put it in writing.
How can I practice negotiating?
Book a free 30-minute class to practice it 1-on-1 with Digby R. Kerr.
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