Pay attention to “core concerns”

Image result for negotiationMany emotions in negotiation are driven by a core set of five interests:

autonomy, the desire to make your own choices and control your own fate;

appreciation, the desire to be recognized and valued;

affiliation, the desire to belong as an accepted member of some peer group;

role, the desire to have a meaningful purpose; and

status, the desire to feel fairly seen and acknowledged.

Getting to Yes: Negotiating Agreement Without Giving In
by Roger Fisher, William L. Ury, Bruce Patton

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