The location of the negotiations, room setting, translation needs, agenda, number of coffee breaks, etc. is planned in this stage. It is very helpful to role-play the various scenarios that might occur and the team s responses to them. The relationship stage will start when the two teams or parties meet each other at some neutral or agreed-upon location and begin to get to know each other. Lunches, dinners, and informal conversations on a personal level may occur. Both teams or parties at this stage seek to identify common areas of interest and establish rapport.
Information exchange occurs at the meeting table.
Company exchanges of information on services, products, and proposals are presented formally. Question and answer periods are common. At this stage, each party strives to encourage the other party to mutually agreed-upon solutions. The final agreement stage occurs when the parties do indeed come to a mutually acceptable solution. A Basic Guide for Women, copyright Tracey Wilen, 2001.