identi able: pre-negotiation, negotiation, and post-negotiation—each of which is divided
into sub-stages.
6. Negotiation Context
Since negotiation context refers to the immediate environment, site selection is very impor-
tant in the preparation phase of negotiation. However, there may be external environmental
in uences that are beyond the negotiator’s immediate control. ese include legal, social,
economic, and political in uences. e negotiators must be aware of these in uences and the
impact that they could make on the negotiation process and outcome.
Strategies for Negotiation
e success ...
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