The three core strategies for successful negotiations

Abstract

Professional negotiators always use three core strategies1: a team strategy (the boss does not negotiate); a behavioural strategy, which is based on the Behavior Change Stairway Model (BCSM); both strategies are developed for crisis negotiations and should also be used in Business-to-Business (B2B) negotiations. Furthermore, professional negotiators use a process strategy which is based on the Thomas-Kilmann Conflict Mode Instrument (TKI) and conflict research.