Bargaining in Negotiation

We often see this phase as the most intense part of negotiations. The parties to a negotiation will negotiate for their interests, with each person trying to get what they want in return for giving up some less desirable thing that they themselves value more than what is being negotiated over. It’s important at this stage not only because it can be where deals are made and points agreed upon, but also because it has an impact on both future conversations and interactions between the two sides of negotiation without necessarily having direct influence on outcomes or final agreements.