How long is the negotiation process?

Following our definition of Negotiation as the set of behaviors we engage in to meet our INTERESTS (needs, drivers, motivations, concerns) we aim to reframe negotiation from an event that happens at a table to a process that begins well before we get to “the table”. The level of preparation for a negotiation is often determinate in its outcome, and proper preparation will mean that the negotiation “starts” earlier for the proactive negotiator as opposed to the reactive negotiator.

Length will also vary according to the number of parties, the number and complexity of the issues, the industry, the culture, the modes of communication, the personalities etc. Whereas the negotiation of a merger between the corporations may take years, we hope that choosing what to have for dinner with a friend or partner will not take as long (or you might want to revisit your process :)).