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IT Procurement Handbook for SMEs by David Nickson

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NEGOTIATION CYCLE

First of all we present some theory that describes what actually happens during a negotiation. There is a five-step cycle (see Figure 10.1) that can be used to describe the progression of a negotiation. The steps are plan, explore, offer, barter and close (at which point it starts again). The stages are briefly described here to serve as an introduction to negotiation.

FIGURE 10.1 The negotiation cycle

Plan (the starting point)

This is spilt into two sections: prioritising and knowing the audience.

Prioritising

Before getting started it is important to know what you want to achieve. Make a list of what you need and then ...

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