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However, it is possible to touch on the essentials of that theory and to relate them to the practical needs of a municipality or private sector purchasing department.
If a negotiator can cause his counterpart to change his assumptions, he might also cause that person to alter his decisions. A hidden assumption can lead to a misinterpretation of the facts and thus to the wrong conclusion. Conflict is also inevitable. As long as resources are scarce and humans must compete for them. Since no two people are alike, conflict can also arise as a result of personality clashes.
ensuring adequate procedural safeguards are followed to ensure everyone has a fair input into the resolution of the dispute;helping the parties to identify, devise and explore options and assisting them to formulate and articulate their proposals;
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