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.
The Kennedy Evidence Model helps you decode the situation—and behave like it matters.
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. They know exactly:
When to test
When to trade
Avoid premature movement at the wrong phase
And how to anticipate the countermove
Because in negotiation, movement without conditionality isn’t progress—it’s surrender.
Adapt
For effective negotiators, behaviour is the edge.
Flexibility: Shift style with intent—red to defend, blue to build, purple to trade.
Conditionality: Never give without getting. Every proposal tests intent. Every concession earns a return.
Control: Behaviour is deliberate, not reactive. This is how movement—and the climate—is controlled.
