Negotiation

Negotiation is the phase in which roles and expectations become clearly defined. After the initial acquaintance, the two sides talk about how the relationship will run, what will be discussed, and where the boundaries will lie. Even though this phase is often not made explicit in words, it is the period in which the working rules of the relationship settle in. An open negotiation prevents misunderstandings that would arise later. Clarified roles let the relationship advance with confidence.