Welcome to Value Driven Negotiation - Set the Stage
There are a total of six tutorials in this learning series. This is the third tutorial in the series.
- Value Driven Negotiation Overview
- Discover and Prove Value
- Set the Stage
- Identify Interests Behind Positions
- Clarify Issues and Values
- Present Positions and Trades to Reach Decision (incorporates Stages 4 and 5)
By the end of the Set the Stage tutorial you will:
- Understand the importance of value differences in creating an effective trading plan
- Determine your own negotiation style preference
- Learn how to respond accordingly to different styles of negotiation
- Assess Nielsen and Client sources of power including determining the Client’s power limitations
- Develop an effective lead-in statement to promote common shared interests with the Client
What is Set the Stage?
Once you have done your research to discover and prove value, the next action in the Value Driven Negotiation model is for the associate to set the stage to maintain or encourage the Client’s openness.
To set the stage we are looking for Clients to share more information to come to an agreement on common interests.
To do this we want:
- Clarity around differences
- Agreement on a process of discussing differences and solving problems
- Agreement to the extent of collaboration needed to secure a good outcome
Set the Stage Components
The Set the Stage phase of the negotiation journey has four key components.
- Value Differences
- Identifying Negotiation Styles
- Analyzing Negotiation Power Sources
- Creating an Effective Lead-in Statement