《商务谈判课件（英文）》Lecture 5.pptVIP

Lecture 5 Closing the negotiation After the preparation, bidding and bargaining comes the closing period of negotiation. To reach an agreement the parties have to experience the two phases of making the deal and formally signing the contract. Through the bargaining process, both parties are gradually agreeing on some points and they are trying to make the deal from their own perspective. Once the agreement is settled, the contracts have to be written out and the economic contract should be signed in a formal way. I. Closing the deal 1. Who makes the decision 2. When is it time to close