Once you have a firm understanding of the situation at hand, and you've gone through the planning process, the third step to successful negotiation is to conduct the actual negotiations using the PDCA model for quality improvement.
A few key points include:
Note: Some people prefer to start with the topics that may be more difficult to negotiate and end with the easier topics; other people prefer starting with the easier topics to create a foundation before discussing more difficult items. Since the ranking was completed in the planning phase, asking the other party if they have a preference shows your willingness to be flexible. There may be a possibility that the other party views this as a concession of sorts and may possibly feel they are obligated to return the good deed. Including an early discussion of where to start should be done in good faith and not as a negotiating technique.
In the PDCA quality improvement process, the “Do” step encourages doing a pilot test. The emphasis is to try on a smaller scale to verify results before continuing.
In negotiations, a similar logic of a pilot test applies, especially for negotiations for substantial amounts, substantial risks or longer time periods.