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Disciplines > Negotiation > Three-Stage Negotiation > Close

Propose | Agree | Exchange | Example | See also

The process stages: Open - Bargain - Close

 

Propose

Make a proposal for the exchange, summarizing what you expect from the other and what you will give them in return (if anything). Include everything that you believe is necessary and sufficient to achieve an agreement.

Use closing techniques and other negotiation tactics as appropriate. Watch out for what the other person is doing in this area and resist any tricks or handle opposition as needed.

Agree

Check to make sure the other person understands the deal and is ready to make the exchange. Summarize the agreement as necessary. Be clear about whether the deal is reversible (for example in a shop, can you take the goods back?

Handle opposition as needed, including appropriate use of objection-handling techniques.

Write down what has been agreed as necessary, for example in an email. Get what written confirmation you need and delay the exchange if you need to check the details with somebody else.

Exchange

Complete the deal by making any exchanges as agreed. If the other side has said that they will do something then they should do it.

Ensure you get receipts and other proof of exchange as necessary, particularly if these are needed to reverse the agreement or claim later benefits, such as warranty returns.

As necessary, you can follow up later to ensure that they have completed all the things that they said that they would do.

It is often a nice thing to do to offer a little extra reward, such as thanks or praise for completing their commitment.

Example

Propose: If I bring you a cup of lemon tea, will you go to bed now?

Agree: Right. You'll be in bed in ten minutes, when I'll bring the tea. OK?

Exchange: Here's the tea. Good to see you're tucked up well.

See also

Close (eight-stage negotiation)

Closing techniques, Objection-handling techniques

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