NAME: DING SING HUEI [Type text] STUDENT ID: 10923288

Table of Contents

1. Introduction 1

2. Planning the Negotiation 1-2

3. Four Phases of Negotiation 2-5

3.1 Phase One: The Introductory Phase 2-3

3.2 Phase Two: The Differentiation Phase 3

3.3 Phase Three: The Integration Phase 3-4

3.4 Phase Four: The Settlement Phase 4

4. Implementing the Agreement 4-5

5. Negotiation Strategy 5

6. Conclusion 5

7. References 4