CHAPTER 17

PUTTING THE PUZZLE TOGETHER

(Reaching Closure)

You’re in the final stretch. Now it’s time to put the puzzle together.

In the beginning, the parties have concentrated their efforts on building the relationship. They have not rushed into substantive negotiations, but rather have taken ample time to help people feel included in the process. They are clear about their intentions and have come to agreement about the process they will use. The parties then agree on a statement of the problems they need to resolve. In contrast to typical business negotiations, people stay in the Green Zone and don’t get rigid or positional about their favorite solutions. Instead the parties focus on understanding the interests of both sides.

The parties have ...

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