Which phase of negotiation involves discussing goals and seeking an agreement?

The phase of negotiation that focuses on discussing goals and seeking an agreement is bargaining. During this stage, both parties actively communicate their interests, needs, and priorities in order to find common ground. This phase is crucial as it involves the give-and-take necessary to work through differences and reach a mutual agreement.

In bargaining, negotiators may propose various options, counteroffers, and compromises, all aimed at addressing the interests of both sides while striving for a satisfactory resolution. The dynamic nature of this phase often leads to real-time adjustments and reevaluation of positions, thus reinforcing the importance of open dialogue and understanding.

In contrast, the other phases serve different purposes. Investigation centers on gathering information and understanding the context before negotiations begin. Presentation is where one party articulates their case or proposal. Closure involves finalizing the agreement and ensuring all parties are committed to the terms reached. Understanding these distinctions highlights why bargaining is the key phase for actively discussing goals and progressing towards an agreement.