ABSTRACT
In Chapter Six, the problem-solving phase is defined as a series of cycles during which the negotiator reassesses the situation and adjusts goals and expectations in order to move the negotiations forward. The integration phase, often referred to as “closing the deal” in business negotiations, is simply the final series of problem-solving cycles. There is often a marked difference between these and preceding cycles, which is why it is useful to consider these final cycles as a separate phase.
