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O co chodzi w negocjacjach?

Cieśliczak-Latawiec A.

Geoinżynieria : drogi, mosty, tunele

2012

nr 6

74-75

Negotiation is a way of communicating in a situation in which both parties are bound by their interests, some of which are common, while others opposed. This does not mean that the negotiations will be a success and bring the results expected. It may turn out, during the discussion, that the interests of the parties are so different that it is impossible to either reach an agreement or end a conflict. This is the case when one of the parties is much stronger than the other, or when the solution achievable is less beneficial than the other one, possible to achieve without the participation of the other party. The parties, however, should aim at a result which is beneficial to both of them. Negotiations are like building bridges to make the parties meet, rather than walls to hold them apart.