1. The three main stages of negotiating Government contracts are fact-finding, preliminary stage, and negotiation or bargaining stage. The fact-finding session is where both the seller and buyer discuss the different elements of the proposal but mainly both activities are focusing on listening to what the other side is saying. The buyer is asking detailed questions in order to get information required for further analysis, and the seller is trying to answer those questions furnishing as much information as possible that will lead to a successful negotiation. The preliminary stage is used primarily to critique additional data or repriced inputs from the seller, and to narrow the negotiating range by resolving as many issues as possible. Both parties should try to determine the real objectives of the opposition. Lastly, the bargaining stage is what both parties result to if they’ve failed to reach an agreement on any major issues during the previous stages. Both parties are trying to reach a final agreement through the use of discussion, hard bargaining, and compromise, and negotiators are trying to get the most favorable terms possible for their organization. 2. There are several factors that can influence the negotiation such as thorough preparation, the use of a negotiation team, and the personal abilities and negotiator attributes. It is only through thorough preparation buyers can balance the initial disadvantage in the negotiation. The use of a negotiation team can influence the negotiation having the psychological advantage of numbers and having the presence at the table of experts able to counter arguments presented by the opposition. When negotiators possess proven knowledge, skills, and abilities during negotiations, they have the ability to make decisions and make them with a degree of accuracy. Some strategies and tactics involved in the negotiation