In traditional negotiations, IBB advocates claim, because the bargainers must defend their own "arbitrary position - "I must have this price" or "this is my position, take it or leave it" - and attack the arbitrary positions of the other party, the parties often must resort to yelling and threatening as a means of making their points.

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The statement describes a common scenario in traditional negotiations, which may lead to aggressive and confrontational behavior from both parties as they defend their positions and try to undermine the other's. IBB (Interest-Based Bargaining) aims to replace this adversarial approach with a more collaborative and open-minded process that focuses on identifying shared interests and finding mutually beneficial solutions.

In Traditional Negotiations, IBB Advocates Claim, Because the Bargainers Must