NEGOTITATOR

People can be part of a negotiating problem. Their personalities can intrude to make a conflict more difficult. So separating them from the negotiable issues is good advice. This is not to say that people are unimportant or that they and their views should not be considered; but it is important to disengage the issue, and views on the issues. From those who hold this or that view.

Principled negotiation places great stress in the interests of the parties as the main means to finding a solution. This contrasts with the habits of what Fisher and Uri call positional bargainers, who, they claim, places great stress on their positions. For such people the position to force them to back down. This leads to a stand-off. Neither side will move but both sides expect the other to move first. Not moving at all is a strange from of bargaining, so it is more correct to describe this as positional posturing rather than bargaining.