Participants know that they need something from others, which they do not have before negotiation. Through negotiation, they exchange information to get a clear mind that what they could do to solve the problems. One reason for the claim is that parties have great interest in the resources that belong to other parties... displayed 300 characters
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Participants in an effective negotiation understand that one another's interests are more likely to find value creating trades than parties who either do not share information or share information asymmetrically (Wolfe & Mcginn, 2005, p15). For example, in 1961, the Soviet Union and the United States builded missile installations in Cuba and in Turkey respectively... displayed 300 characters
