Subject category:
Strategy and General Management
Published by:
International Institute for Management Development (IMD)
Version: 16.01.2025
Length: 11 pages
Data source: Generalised experience
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https://casecent.re/p/204727
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Abstract
This technical note introduces the Negotiation Staircase Framework, a comprehensive approach to understanding and managing complex negotiations. The framework presents six distinct levels of negotiation: Set-up, Process Definition, Guiding Principles, Shared Fact-bases, Deal Architecture and Detailed Bargaining. The note explains how skilled negotiators move both down and up the staircase as needed, addressing issues at the appropriate level to achieve optimal outcomes. Through a detailed case study of a technology partnership negotiation between TechNova and MediOptimize, the note demonstrates the practical application of the framework at each level. Special attention is given to implementation strategies, including recognizing and diagnosing negotiation challenges, explicit communication techniques and maintaining the relationship. The note provides guidance for managing transitions between levels and maintaining progress throughout complex negotiations.
About
Abstract
This technical note introduces the Negotiation Staircase Framework, a comprehensive approach to understanding and managing complex negotiations. The framework presents six distinct levels of negotiation: Set-up, Process Definition, Guiding Principles, Shared Fact-bases, Deal Architecture and Detailed Bargaining. The note explains how skilled negotiators move both down and up the staircase as needed, addressing issues at the appropriate level to achieve optimal outcomes. Through a detailed case study of a technology partnership negotiation between TechNova and MediOptimize, the note demonstrates the practical application of the framework at each level. Special attention is given to implementation strategies, including recognizing and diagnosing negotiation challenges, explicit communication techniques and maintaining the relationship. The note provides guidance for managing transitions between levels and maintaining progress throughout complex negotiations.