av Rebeca Medellin 4 år siden
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Principles
The needs that a negotiator has that have to do with concerns about what is ethical and just.
Process
The needs that a negotiator has that have to do with a party's interests in the negotiation or dispute resolution process itself
Relationship
The needs that a negotiator has that deal with the ongoing relationship between the parties.
Substantive
The needs that a negotiator has that relate to the material outcomes of the negotiation.