The negotiation procedure describes negotiations from perspective of the outlook while the general structure will lay open all negotiations from the of negotiations As it is explained previously conflicts of interests give rise to negotiations, which true to whatever kinds of negotiations, big or small, simple or complicated, private or national or international. Therefore a process of negotiation is a process of managing Based on this common nature of negotiations it is not difficult to find out the general steps that almost all negotiations will go through. They are Determine interests and issues Design and offer options . Introduce criteria to evaluate options .Estimate reservation points . Explore alternatives to agreement; and . Reach an agreement 1. Determine interests and issues Parties at negotiating table come with their own interests embodied in actual issues Interests explicitly articulated are easy to be determined whereas potential interests will demand a lot of efforts to be disclosed since people sometimes hide their purposes. So it is essential that negotiators identify their own interests and the other side's interests and find out what issues are involved. Because only after both sides understand each other 's interests and interests, can they proceed to the next step 2.D and offer options Once both sides'interests and issues are identified, it is time for negotiators to set forth suggestions and options for how to address the issues. Those provided usually express basically each side s own views and understanding of the issues 3. Introduce criteria to evaluate options Suggested options will be examined and evaluated by different criterion by each sid The disparity of the criterion by the two parties is due to the fact that both parties wish to their own interests, therefore it is on this stage that of interests of two sides will confront and clash with each other, which will surely incite argument and contradiction 4 Estimate reservation Its/bottom line What negotiating parties do next is to gauge how big the is between their own demands and the counter party's demands. When the gap of discrepancy can not be at all, or in other word, if the bottom line of request can not be satisfied, then It is time to away and leave negotiation table and announce negotiation 5. Explore alternatives to agreement3 The negotiation procedure describes negotiations from perspective of the __________outlook while the general structure will lay open all negotiations from the ___________of negotiations. As it is explained previously conflicts of interests give rise to negotiations, which is true to whatever kinds of negotiations, big or small, simple or complicated, private or national or international. Therefore a process of negotiation is a process of managing _________. Based on this common nature of negotiations, it is not difficult to find out the general steps that almost all negotiations will go through. They are: •Determine interests and issues; •Design and offer options; •Introduce criteria to evaluate options; •Estimate reservation points; •Explore alternatives to agreement; and •Reach an agreement. • 1. Determine interests and issues Parties at negotiating table come with their own interests embodied in actual issues. Interests explicitly articulated are easy to be determined whereas potential interests will demand a lot of efforts to be disclosed since people sometimes hide their ______ purposes. So it is essential that negotiators identify their own interests and the other side’s interests and find out what issues are involved. Because only after both sides understand each other’s interests and _____ interests, can they proceed to the next step. 2. Design and offer options Once both sides’ interests and issues are identified, it is time for negotiators to set forth suggestions and options for how to address the issues. Those ______ provided usually express basically each side’s own views and understanding of the issues. 3.Introduce criteria to evaluate options Suggested options will be examined and evaluated by different criterion by each side. The disparity of the criterion by the two parties is due to the fact that both parties wish to ______their own interests, therefore it is on this stage that ______ of interests of two sides will confront and clash with each other, which will surely incite argument and contradiction. 4. Estimate reservation points/bottom line What negotiating parties do next is to gauge how big the____ is between their own demands and the counter party’s demands. When the gap of discrepancy can not be _________ at all, or in other word, if the bottom line of request can not be satisfied, then it is time to ______ away and leave negotiation table and announce _____ of the negotiation. 5. Explore alternatives to agreement