Principled Negotiation: Separate People from the Problem

In negotiations, people tend to become personally involved with the issues and their respective position, they may feel resistance to their position as a personal attack. Separating oneself and their ego from the issues allows one to address the problem without damaging relationships. It will also allow to get a more clear view of the substance of the conflict.
William Try and Roger Fisher identify three basic sorts of people problems:
(1) different perceptions among the parties
(2) emotions such as fear and anger; and
(3) communication problems.
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