When the interests

When the interests
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of the involved parties are contradictory, an objective criterion should be applied to.

1. System of collaborative principled negotiation

1.1 Four fundamental principles

It is very important to view each other as cooperators rather than adversaries in international business negotiation. The process of negotiation is not simply considered as competing but mutual communicating and seeking for common development. Otherwise, they will attack and blame each other,Rosetta Stone Software
protect and defend habitually each party’s utmost interests and make no concession, which would inevitably lead negotiation into impasse or failure. Instead, they should stand side by side to generate mutual gain and improve their relationship. The interest---basedRosetta Stone
approach of collaborative principled negotiation advocates four fundamental principles of negotiation: 1) separate the people from the problem; 2) focus on interests not positions; 3) invent options for mutual gain; 4) insist on objective criteria.

1.1.1 Separating the people

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