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negotiating over positions tends to lock the negotiator into defending or advancing his/her position to the point that his/her own ego becomes identified with the role. As extra attention is dedicated to the role much less attention is given to the events’ underlying pursuits. Agreement becomes less likely and any agreement which outcome may be merely “splitting the change” between the parties’ ultimate positions alternatively of exploring a solution which could have carried out extra for each part. That makes for an inefficient procedure in that either side are inclined to begin with extreme positions and provides floor slowly and reluctantly growing the time and expenditures of reaching an agreement as well as the chance that no contract is reached in any respect.

 

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