Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.

Bargaining Stage of the Negotiation Process

The bargaining stage is where the rubber of your ambition hits the road of your negotiation.

No – scrap that clichéd metaphor…
The bargaining stage is the part of the negotiation that people usually think of, when they describe what negotiating is. It’s where the two parties actively look for agreement.

So, we’ll look at how the bargaining stage works, as you proceed towards your final agreement.

The Bargaining Stage is the third step in the basic negotiation process.

Watching this video is worth 3 Management Courses CPD Points*.
(See below for more details)

This video is part of course module number 5.2.1
Program 5: Managerial Skillset
Course 2: Negotiation
Section 1: Basic Negotiation Process

Other videos about the Fundamental Model of Negotiation include:
. Fundamental Model of Negotiation – https://youtu.be/PKz4pDm1e90
. Preparation Stage – https://youtu.be/Adr9STSP2FI
. Opening Stage – https://youtu.be/TzVSihe5vmA
. Bargaining Stage – https://youtu.be/4mOK_Z6VbX0
. Negotiating Team Roles – https://youtu.be/UyLq0MsSvv0
. Closing Stage – https://youtu.be/mLXtLRPuTXE
. Negotiation Follow-up – https://youtu.be/ln5DTgcUg1c

After this set, look out for 5.2.2 – Key Concepts on Negotiation

‘Negotiation is conflict with good intent and mediated by a sound process’

Explore positions
– Looking for common ground (overlapping needs/desires)
– Noting any sticking points

Make Progress
– Beware… Don’t get discouraged by problems, nor look to blame other party
– Ask questions
– Summarize as you go

When you receive an offer . . .
– It may sound good to you. Is it too good?
– It may not sound good to you. It’s only an offer.
– Make counter-offers:
‘if you… then I…’
‘if I… would you…?’

– List everything you can ask for
– When asked for a concession, always make your first response a defence
– Do not give in too easily or you will de-value the concession – they will want another
– Only make a concession if you get something in return
– If you must make concessions, make them small and of decreasing value
– Look for concessions that are less costly to you
– Record decisions as you go – and check commitment to them

Getting Stuck
– Keep focused on your goal
– Keep making offers
– Build on common ground
– Take breaks
– Get-up move around
– Maybe adjourn and resume somewhere else

1. The most important factor in your success at the bargaining stage of a negotiation is your flexibility. Part of that is n the preparation you did at stage 1 (https://youtu.be/Adr9STSP2FI). But you also need to apply your options and respond to situations with agility. This means staying alert to what is going on, and slowing things down if they are moving too fast. In your Negotiation Notebook, assess your strengths and weaknesses in this regard. (2 MC CPD Points)
2. Next time you go into a negotiation, take a notebook with you. Pre-format part of it, so you can record:
– opening positions
– clarifications of their position
– progress points
– sticking points
– offers and counter-offers
– concessions made and received
You will need to think about the best way for you to lay this out or highlight the different aspects of the bargaining stage. The solution you find will be unique to you. Not only will the final output be useful to you in your negotiation, but the process will help you think more clearly about how the bargaining stage will work. (4 MC CPD Points)

Free Resources
– CPD Tools – https://gum.co/MC-CPD
Paid resources
– Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

Negotiate Wisely in Business and Technlogy (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ

Management Courses Continuing Professional Development (CPD) Points
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it here: https://gum.co/MC-CPD

Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 3 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 9 MC CPD points

Links to our book recommendations are affiliated through Amazon

#Negotiation #Bargaining #ManagementTraining


Negotiation Process: A Full Guide to the 4 Steps [Compilation]
Deleted video
Handling Resistance – Masters of Negotiation series
Bargaining for Advantage – Masters of Negotiation
Never Split the Difference – Masters of Negotiation series
Getting Past No – Masters of Negotiation
Getting to Yes – Masters of Negotiation
How to Handle a Negotiation Breakdown – Negotiation Tools
How to Handle Deadlock – Negotiation Tools
MOSCOW Analysis – Negotiation Tools
Force Field Analysis and PMI Analysis – Negotiation Tools
Influencing and Persuading – Negotiation Tools
Empathic Negotiation – Negotiation Tools
Listening Skills – Negotiation Tools
How to Ask Questions – Negotiation Tools
Negotiation Acronyms: How Many do You Know?
Leverage: Key Concepts in Negotiation
Negotiation Goes Bad: How to Handle 6 Types of Bad Behavior
Power at the Negotiating Table: Key Concepts in Negotiation
Non-verbal Aspects of Negotiation: Negotiating Body Language
Four Primary Negotiating Behaviors – Key Concepts in Negotiation
Scope for Agreement – Key Concepts in Negotiation
Five Basic Negotiating Strategies – Key Concepts in Negotiation
Core Principles of Negotiation
Negotiation Follow-up – after the Negotiating Process
Closing Stage of the Negotiation Process
Negotiating Team Roles in the Negotiation Process
Opening Stage of the Negotiation Process
Preparation Stage of the Negotiation Process
Fundamental Model of Negotiation – the Basic Negotiation Process

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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