Negotiation is a means of resolving differences between people. In the process of negotiation, not only are different opinions are taken into account, but also individual needs, aims, interests and differences in background and culture.
Misunderstanding is a common cause of negotiations breaking down. Such breakdowns may occur due to differences of viewpoint, background or cultures as well as many other factors. In negotiation especially it is possible not to ‘hear’ what others intend to say due to lack of assertiveness on the part of the other person or ineffective listening.
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