The negotiation process comprises five stages, the ordering of which may vary according to the cultural norms; for most people relationship building is part of a continuous process of preparation in any event: (1. preparation, (2. relationship building, (3. the exchange of task-related information, (4. persuasion, and (5. concessions and agreement.4'5'6 Of course, in reality these are seldom distinct stages, but rather they tend to overlap; negotiators may also revert to an earlier stage temporarily. With that in mind, it is useful to break down the negotiation process into stages to discuss the issues relevant to each stage and what international managers might expect, so that they might more successfully manage this process. These stages are shown in Exhibit 5-2 and discussed in the following sections.
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