Posted by jujubee on Friday, October 31, 2008 at 1:53am.
I dont know what you have studied, or is in your text, but my experience is that most negotiation conflict is due the fact that one or both parties do not recognize their positions in three levels: 1) those that they cannot give up 2) those they dont want to give up and 3) those that dont matter. Sometimes other factors take over: power struggles, personality conflicts, and positioning. But in the end, not recognizing ones, and the other sides, positions in those three levels will lead to conflict.
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