Stage 3. Build a solution

- Having gathered information the next stage is to begin to put together a solution

- Usually this will take the form of the selling side putting forward a proposal, or opening bid

- The opening bid should be ambitious, but defensible

- You should always challenge an opening bid and refuse to let an unacceptable bid on the table

- There will then be a process of bargaining and concessions will be traded and movement take place, until, hopefully, agreement is reached

- Concessions should not be given away for free and you should be wary about conceding on issues for which you are not prepared.

Figure 4.1 The stages of negotiarion