ABSTRACT
Phase two of the negotiation process, debate, takes up the largest proportion of time in a negotiation, up to 80 per cent. This chapter looks firstly at what not to do in the debate phase. Destructive debate skills hinder rather than help negotiation; unfortunately it is easy to get stuck in a cycle of bad behaviours, such as interruption, blocking, point-scoring and threats. On the other hand, constructive debate skills are explored and encouraged. The introduction of signals shows how to move forward towards proposals. Establishing rapport in the debate phase with the other negotiator can make or break a negotiation, and this chapter helps navigate you through the highs and lows of debate.
