The_Essential_Manager_s_Handbook

378 / PREPARING TO NEGOTIATE

Managing impasses

Once you have an agreed framework in

place, you also need to structure the

processes that will steer the negotiation

through its various phases. There are

three distinct processes—the negotiation

process, the temporal process, and the

psychosocial process—that come

together in any negotiation. Each

requires a different set of skills.

The negotiation process involves

managing all the information and

communications during the discussions,

planning and replanning, coordinating

efforts between negotiators, making

moves and countermoves (all in real

time), and making important decisions

under conditions of uncertainty and

time pressure.

Structure the processes

that will steer the

negotiation through

its various phases

The negotiation process

The temporal process

The psychosocial process

US_378-379_Designing_the_structure_2.indd 378 30/05/16 3:06 pm