Module 2: Negotiation Methods AMERICAN FEDERATION OF GOVERNMENT EMPLOYEES, AFL-CIO 1 Negotiation Methods Traditional Bargaining 2 Stages of Traditional Bargaining • Preliminary Stage • Establish negotiator identity • Establish tone for negotiations • Information Stage (Initial proposal/offer) • Questioning • Listening • Offers • Control Response 3 Stages of Traditional Bargaining • Competitive/Distributive Stage (Claiming value of position/proposal)