Generally, it is found that individuals want everyone to accept their viewpoints at the
cost of what is important. e focus of negotiation should be on the underlying needs
and interests of the people concerned rather than their position in the organization.
2.Separate the people from the problems: e dynamics of interpersonal relation-
ship between the people involved in the negotiation process should not take priority
over the main issues. Negotiators should try to work on mutually acceptable solutions
rather than trying to let each other down while negotiating.
3.Insist on using objective ...
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