To reach a negotiated agreement using principled negotiation, a negotiator should always focus on the other party's stated position, not his or her underlying interests.

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In principled negotiation, a negotiator should focus on the underlying interests of both parties, not just their stated positions. By understanding the interests driving each party's position, negotiators can work towards a mutually beneficial solution.

To Reach a Negotiated Agreement Using Principled Negotiation, a Negotiator