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FIFTEEN STEPS IN HANDLING NEGOTIATION
by Charles B. Parselle
Convening:
1. Agree a date, time, place, fees, number of participants, and ground rules.
2. Agree the reserved time, and if possible obtain payment in advance.
3. Send letter to parties confirming all above points. Invite a written briefing.
Opening
4. Introduce yourself and the parties.
5. Ask for the job of mediator in this dispute and obtain consent.
6. Ask for agreement on ground rules, i.e. civil behavior.
Communicating
7. Commence communication, either jointly or privately or both.
8. Stay focused on the problem that must be resolved.
9. Keep the conversation going and the channels of communication open.
Negotiating
10. Narrow the areas of disagreement.
11. Keep moving in the direction of more agreement.
12. Get to the Zone of Possible Agreement.
Closure
13. Narrow the distance between the parties to zero.
14. Acknowledge the moment of closure.
15. Write it up and get signatures. Thank the participants.
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