Learning Unit 1 :The definite sequence of Discussions

1. All discussions which progress successfully from opening differences to final agreed outcomes/conclusions usually move through the same general sequence. In formal discussions this sequence may not be always obvious, yet there is a sequence in respect of the most important aspects of negotiations.
2. In the words of Alan Fowler, the stages of effective discussions are:
   • Preparation
   • Exchanging initial views
   • Exploring possible compromise
   • Searching for common ground
   • Securing agreement
   • Implementing the agreement
3. These six stages can be grouped into three basic phases of negotiating:
   • A preparation phase before the negotiation begins
   • The actual negotiating process- the interaction that leads to final agreement about an outcome
   • The implementation of the agreement
4. Negotiating implies that both parties accept that agreement between them is needed (required or desirable) before any decision is to be implemented.
5. The process of discussion is towards that desired agreement. Hence, it requires careful preparing and handling.