1. Build ____: develop an understanding of and ability to communicate with someone 2. Probe ____: findoutthe other side’s expectations 3. Begin the bargaining ____: start to negotiate the terms of an agreement 4. Make ____: make suggestions 5. Make ____ proposals: react to suggestions 6. Reach a ____: arrive at a situation in which no progress can be made 7. Make ____: allow or give up things in order to reach an agreement 8. Reach a ____: both parties reduce their demands to reach an agreement 9. Work out the ____: discuss all the aspects of the deal 10. Return to the negotiating ____: re-negotiate an agreement

The Negotiation Process

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