Guidelines for conducting a competitive negotiation
The most important rule in conducting a complex negotiation is that you should have done the planning for it and you should feel confident about your plan. Advances in electronic communication such as video- conferencing may have reduced the frequency of face-to-face meetings, but for a complex and competitive negotiation, no other mode of communication has yet replaced the face-to-face meeting. Broadly, the face-to-face negotiation comprises four sequential phases.
As you begin to interact with the other party on the issues specific to the negotiation, you must recognise that everything you do and every decision you make is part of the negotiation.