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Once initial positions have been exchanged, the clarification and justification stage
can begin. Both you and the other party will explain, clarify, bolster and justify
your original position or demands. For you, this is an opportunity to educate the
other side on your position, and gain further understanding about the other party
and how they feel about their side. You might each take the opportunity to explain
how you arrived at your current position, and include any supporting
documentation. Each party might take this opportunity to review the strategy they
planned for the negotiation to determine if it’s still an appropriate approach.
4. Bargaining and problem solving
The essence of the negotiation process is the actual give-and-take in trying to hash
out an agreement. This is where both parties will undoubtedly need to make
concessions.
5. Closure and implementation
The final step in the negotiation process is formalizing the agreement you have
worked out and developing any procedures necessary for implementing and
monitoring it.
Figure 6.5: Steps in Negotiation Process
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