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Understanding the other side's thinking is not simply a useful activity that will help you solve your problem.
1. Don't deduce their intentions from your fears!
2. Don't blame them for your problem!
1. Discuss each other’s perception
2. Look for opportunities to act in- consistently with their perceptions
3. Give them a stake in the outcome by making sure they participate in the process
In a negotiation, particularly in a bitter dispute, feelings may be more important than talk.
First recognize and understand emotions, theirs and yours
Make emotions explicit and acknowledge them as legitimate.
Allow the other side to let off steam.
Don’t react to emotional outbursts
Use symbolic gestures.
Apology!
Without communication there is no negotiation.
1. 協商者沒有在和彼此溝通、不嘗試去理解對方的意思
2. 對於對方的言論都沒有放注意力
3. 雙方對彼此的言論都有誤解
認真聽對方的論點
試圖跟對方溝通
有目的性的溝通說