The process of negotiation The process of negotiation consist of those phases: 1. the orientation phase 2. assume an attitude 3. searching the solution 4. crisis 5. settlement 6. conclusion The orientation phase Both teams introduce each other, each member of the team, they change some important informations. The orientation phase consist also of the informal talk, where the sides try to come together. After the sides know a little bit better each other, the formal talk can begin. It usually begins with the discussion about the agenda and general negotiation rules. An important part of the orientation phase is the question of authority of the negotiation parties. The easiest situation is if both sides have the authority of the final decision. Assume an attitude Both sides assume an attitude and they discuss the problems in detail. Each side explain and defend they attitude. Searching for solution This third phase of negotiation process starts just at the moment when the negotiators realise that with such attitude they can not reach an agreement. The negotiators on both......

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