Whereas Chapter 3 explored the issue strategies open to negotiators, this chapter explores the process through which those strategies are managed. These two aspects of negotiation – having a considered, strategic approach to the issue and being able to manage the process of reaching agreement – enables a negotiator to deal with the complexity and messiness of most negotiations.

No two negotiations are the same, which makes it difficult to describe and precisely categorise the process or provide a clear model for negotiators to follow. Nevertheless, we can identify some phases of activity that constitute the broad flow of negotiation. It is somewhat like travelling on a boat down a river. Having chosen to reach one's destination (‘agreement’) by river rather than by road or train, the river itself then sets the broad course and direction and there are general rules of navigation which should be followed by all those on the water. In making the journey it is difficult to go against the flow of the river but it is risky just to let the river itself direct the boat. The river has to be navigated – there are times when progress is easy but other times when action has to be taken to stay on course. This calls for an understanding of what might be happening under the surface as well as knowing the course that the river takes.

This chapter will examine the process of negotiation in a number of ways.