ABSTRACT
Generally, users will do more relationship building at the beginning, much clarifying and summarizing throughout the talks, and more information sharing before and during problem solving. Accepting, agreeing, proposing, and rejecting will occur in smaller bursts at various times. Immediate agreement to a price usually indicates that the other side was worried about a worse price. Negotiators must agree about the first general topic and its subtopics when they begin to talk. They must agree to an agenda. This can be done face-to-face or in the days ahead by phone, email or other method. Fisher and Shapiro suggest that a negotiator take a neutral position temporarily while communicating with the other parties about a troublesome issue. If there are points in the issue that users can understand, it may help the other side to appreciate their points after they have demonstrated that they understand their points.
