The Phases of Negotiation

Ann Douglas1 was among the first to derive from her own observations and from data obtained from the United States Federal Mediation and Conciliation Service a three stage model of negotiation based on labour relations’ mediated sessions of bargaining. It consisted of: (a) establishing the negotiating range; (b) reconnoitring the negotiating range; (c) precipitating the decision-making crisis. Speculations, experimental studies, and observations by many social psychologists confirmed the principle of the negotiation moving into ’stages’ which are clearly identifiable and often relatively similar in many cases. However, the number of phases which have been identified varies. For instance, Zartman2 establishes a two-stage model with the first stage concerned with developing a general formula for agreement and the second one dealing with details of implementation. Warr3 applies to labour negotiations a more general model of group activity including four stages: (a) getting organised; (b) breaking up; (c) accepting a common goal; (d) finding a solution. Druckman’s work4 results in a six-stage model with the following phases: (a) agreement about the need to negotiate; (b) agreement on a set of principles and objectives; (c) agreement on certain rules of conduct (it should be noted that the two precedent phases combined are identical to the negotiation on the rules discussed above); (d) defining the issues and setting up an agenda; (e) agreement on a formula or in principle; (f) agreement on implementing details.