What does this mean in terms of a negotiation? It means that if you are having trouble with the other party in discussing the issues, stop! Go back to talking about the people and fix any problems there. Don't forge madly ahead. If you do, you won't get a deal, or if you do, the deal won't stick.
Getting More 36p
Focusing on the people also means that when you are negotiating with representatives of a group, you should be focusing on the individuals in the group. Not the company or the culture, not their gender, race, or religion. Each individual is different and unique. Talk to them as individuals.
Getting More 37p
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