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Mind and Heart of the Negotiator, Second Edition, The by Leigh L. Thompson

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Approach[1]

[1] Ideas in this section are based on Ury, Brett, and Goldberg's (1988) interests, rights, and power model in dispute situations. We use their model in a negotiation context.

According to Ury, Brett, and Goldberg (1988), negotiators use one of three types of approaches when in the process of conflict or dispute resolution:

  1. Interests: Negotiators who focus on interests attempt to learn about the other's underlying needs, desires, and concerns. Negotiators with an interests-based approach often attempt to reconcile differing interests among parties in a way that addresses parties' most pressing needs and concerns.

  2. Rights: Negotiators who focus on rights apply standards of fairness to an analysis of negotiation. Standards may include ...

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