What is the initial phase in the negotiation process called, where information is gathered?

The initial phase in the negotiation process, where information is gathered, is referred to as the investigation phase. During this stage, both parties actively collect relevant data, understand their own needs, and explore the interests of the other party. This phase is crucial because it lays the groundwork for the negotiation by identifying key issues, potential areas for agreement, and any underlying motivations.

Investigation involves asking questions, listening carefully, and observing non-verbal cues to build a comprehensive picture of the situation. The insights gained during this phase can significantly influence the strategy and tactics employed in later stages of negotiation. It allows negotiators to approach the table well-informed and prepared for discussions, ultimately enhancing the likelihood of reaching a successful agreement.