RADPAC model - toolshero

This article provides a practical explanation of the RADPAC model. After reading, you'll have a basic understanding of this powerful management tool.
What is the RADPAC model of negotiation?
The RADPAC model is a negotiation model for organisations. Many different negotiation models have been published in the past, including the win-win model and win-lose model. The RADPAC model of negotiation describes negotiation as a process, in which each letter in the acronym represents a different part.

Negotiations often occur in the business world, but also beyond. A negotiation can be defined as a dialogue between two or more parties, with the aim of achieving a favourable outcome for a specific issue. This favourable outcome may be for one party, but also for both or all parties.

Negotiation is a process in which people resolve differences. In most cases, compromises are made. People often try to create a favourable outcome for themselves or their organisation. However, achieving a solution that benefits both parties, and in which their relationship doesn't suffer, is the key to successful negotiation.

The RADPAC model of negotiation consists of the following elements. Together, they form the negotiation process: rapport, analysis, debate, propose, agreement, close. The model is often used in relatively formal negotiations, and is a standard part of many negotiation courses.
Negotiations Step-by-step Plan
The RADPAC model of negotiation consists of six different phases. Below is a short summary of each phase. Ensure that it is clear in advance what will be negotiated, and that the right people are in the right location at the right time. Ensure negotiations take place in a neutral location.

1. Rapport
At the start of negotiations, it is important that all parties have a good rapport with each other, and that they feel at ease. Use several minutes to get to know each other, to create positive impressions, to search for information and directions, and to seek understanding.
2. Analysis
In this development phase, all parties take the time to understand each other. Always emphasise the sharing of interests. This phase is about:

Identifying needs and interests
Building understanding
Making and sharing assumptions
Gathering facts
Sharing opinions
Expressing feelings

3. Debate
The third phase of the RADPAC model of negotiation covers the different interests and opinions that have been shared. Nothing will be achieved without di...

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