In the negotiation process, what phase is characterized by the parties seeking an agreement?

The phase characterized by the parties seeking an agreement in the negotiation process is the bargaining phase. During this stage, the involved parties engage in dialogue to propose terms, make concessions, and work collaboratively towards a mutually acceptable outcome. Bargaining often involves adjusting initial positions and may include negotiation tactics to bridge gaps between the differing interests of the parties. This phase is crucial because it requires active participation and communication, allowing both sides to clarify their needs and desires while striving for a final agreement that satisfies all involved.

The other phases, while important, serve different purposes that are not directly focused on reaching an agreement. For example, the preparation phase is about gathering information and formulating strategies before actual negotiation takes place. The discussion phase involves sharing and discussing respective positions but may not entail the active give-and-take found in bargaining. The closure phase occurs after an agreement has been reached, focusing on finalizing the deal and ensuring both parties are aligned on the terms, rather than seeking the agreement itself.