The Phases of Negotiation: Postnegotiation
PHASE 7: CLOSING THE DEAL
It’s time for you to close the contract when you feel (or know) you’ve presented the other party with a package that meets their needs, while still achieving as close to your goals as possible. You only reach this phase when you can answer yes to these questions:
• Is everyone on board with the demands? Have you locked them in?
• Does the other party have authority to make a decision? Are all the people required to make a decision present?
• Has your counterpart conducted negotiations with your competitors or other opposing negotiating parties? (Without this step, they ...
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