Recognise

Negotiation isn’t linear. Effective negotiators know which phase they’re in—and which one the other side is in—so they can behave accordingly.

Manage

The strategic management of movement across phases

Once the phase is clear, negotiators can navigate all Four Phases—Prepare, Debate, Propose, Bargain—and manage the right movement at the right moment.

Adapt

For effective negotiators, behaviour is the edge.

Flexibility: Shift style with intent—red to defend, blue to build, purple to trade.