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MGT 445 Week 2 Learning Team Assignment Case Study Analysis Part A “Power Play for Howard”




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What are the stages of negotiation? What are the three most important steps in the negotiation
planning process and why? What steps would you add or delete from the negotiation planning
process to make it more effective. Explain why.
In an ideal negotiation process there are seven key steps that would normally take place and they are as
Preparation: deciding what is important, defining goals, thinking ahead on how to work together with the
other party or parties.
Relationship Building: process of getting to know the other party/parties, understanding the similarities and
differences with the parties, and building commitment towards achieving a mutually beneficial set of
Information Gathering: learning what you need to know about the issues, about the other party and their
needs, about the feasibility of possible settlements, and about what might happen if you fail to reach
agreement with the other side.
Information Using: at this stage, negotiators assemble the case they want to make for their preferred
outcomes and settlement, one that will maximize the negotiators own needs.
Bidding: the process of making moves from one’s initial, ideal position to the actual outcome. Bidding is the
process by which each party states their “opening offer” and then makes moves in that offer toward a
middle ground.
Closing the Deal: the objective of this stage is to build commitment to the agreement achieved in the
previous phase. Both the negotiator and the other party have to assure themselves that they reached a
deal they can be happy with, or at least accept.
Implementing the agreement: determining who needs to do what once the agreement is reached. Not
uncommonly parties discover that the agreement is flawed, key points were missed, or the situation has
changed and questions exist. Flaws from earlier phases start to surface here, and the deal may have to be
re-opened or issues settled by mediators, arbitrators, or the courts.
(Lewicki, Saunders, & Barry, 2006)
In my opinion the three most important phases would be (a) preparation – from the standpoint that if one is
better prepared there will be less down time trying to understand, research, or decipher the situation, (b)
relationship building – from the standpoint that without a good relationship the negotiation process will be
very difficult, and (c) closing the deal – because this will bring the negotiation process to a conclusion.
As far as any steps or phases that I would add/delete, I believe that the seven phases stated are all
necessary so I guess I would add an additional phase which would be one where I would call, (a) the
follow-up phase – in which the implementation of the agreement is tracked and reviewed to assure that it

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