4.2. Stage III: Post negotiation

Quite often a negotiation doesn’t end unless and until the post negotiation task is complete.

If a supplier engages in a tough negotiation and gets a great contract from a buyer, his task doesn’t end there.

Once the negotiation is complete the supplier also has to complete the task as promised and so is true for the buyer. The negotiator has to keep the post-negotiation scenario in mind as well.

In complex high level negotiations each negotiation has serious implications on many other current and future negotiations. One also has to remember that each negotiation adds to the personal prestige of the negotiator and in current times where people are more connected than ever, impressions matter a lot. 

  1. Think of your negotiations in past and describe them. Try to understand the process in context of different steps that we have just elaborated. Try to see what you could have done differently.

  2. Think of a negotiation that you are going to engage in soon. Try to write your preparation using the framework we have developed so far. Also describe briefly the process you are going to engage in. Share it with a colleague or a confidante and have some feedback.