The Three Levels of Negotiation

Welcome back to the course! Negotiations can occur at three levels: the substance of the negotiation, the relationship, and the emotions. Let’s examine each level in detail.

First, the substance of the negotiation.
This level deals with the specific issue at hand, such as the price, terms, or conditions of an agreement. It's important to be well-prepared and have a clear understanding of your objectives and the other party's needs.

Second, the relationship level.
This level involves building rapport and establishing a positive relationship with the other party. A positive relationship can make the negotiation process smoother and increase the likelihood of a successful outcome.

Third, the emotional level.
Emotions such as anger, frustration, or fear can cause negotiations to break down. To effectively negotiate, it's important to be aware of your own emotions and the emotions of the other party, and to manage them in a constructive manner. This level is often the most overlooked, but it can have a big impact on the outcome of a negotiation.

By understanding all three levels, you'll be able to have more successful negotiations and achieve better outcomes for both parties. So, keep these three levels in mind as you prepare for your next negotiation. Next, you will learn about Wish-Want-Walk.