NEGOTIATION 1.2

 NEGOTIATION 1.2 

[RADPAC Model of Negotiation]

RADPAC Model of Negotiation:

R - Rapport

A - Analysis

D - Debate

P - Propose

A - Agreement

C - Close

R - Rapport: As the name suggests, it signifies the relation between parties involved in negotiation. The parties involved in negotiation ideally should be comfortable with each other and share a good rapport with each other.

A - Analysis: One party must understand the second party well. It is important that the individual understand each other’s needs and interest. The shopkeeper must understand the customer’s needs and pocket, in the same way the customer mustn’t ignore the shopkeeper’s profits as well. People must listen to each other attentively.

D - Debate: Nothing can be achieved without discussions. This round includes discussing issues among the parties involved in negotiation. The pros and cons of an idea are evaluated in this round. People debate with each other and each one tries to convince the other. One must not lose his temper in this round but remain calm and composed.

P - Propose: Each individual proposes his best idea in this round. Each one tries his level best to come up with the best possible idea and reach to a conclusion acceptable by all.

A - Agreement: Individuals come to a conclusion at this stage and agree to the best possible alternative.

C - Close: The negotiation is complete and individuals return back satisfied.

Let us again consider Mohan and Shina’s example to understand RADPAC Model,

R - Rapport between Mohan and Shina. They must be comfortable with each other and should not start the negotiation right away. They must first break the ice. The discussions must start with a warm smile and greetings.

A - Both Mohan and Shina would try their level best to understand each other’s needs. Mohan’s need is to grab the opportunity while Shina wants to hire an employee for the organization.

D - The various rounds of discussions between Mohan and Shina. Mohan and Shina would debate with each other trying to get what they want.

P - Mohan would propose the best possible salary he can work on while Shina would also discuss the maximum salary her company can offer.

A - Both Mohan and Shina would agree to each other, where both of them would compromise to their best possible extent.

C - The negotiation is complete and probably the next course of action is decided, like in this case the next step would be generation of the offer letter and its acceptance.

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