Undernormal conditions, most people tend to see what they want to see, hear what theywant to hear, and do what they want to do; in conflicts, their positionsbecome even more rigid and fixed.
No onecan persuade another to change. Each of us guards a gate of change that canonly be opened from the inside. We cannot open the gate of another, either byargument or emotional appeal.
Duringa negotiation, it would be wise not to take anything personally. If you leavepersonalities out of it, you will be able to see opportunities moreobjectively.
