aspects of perception, emotion, and misunderstanding to find common ground for communication.b.Finding common groundThe principle of proposing mutually beneficial solutions: Proposing mutually beneficial solutions comes from the idea of feasible options. Therefore, in the first step, the "thinking behavior" and "judgment behavior" of the choice must be separated; in the second step, the consciousness of "pursuing only one answer" must be abandoned; in the third step, a common "common interest" must be confirmed Let both parties "get their own points"; the fourth step must "make the other party easy to make decisions".The principle of focusing on interests but not on positions: In the negotiation process, it is the interests of both parties that are properly reconciled, rather than the positions of both parties seeking common ground.Be clear about goals and be good at compromises: the negotiation process is blocked because the expectations of the two sides on the same issue are different. Infact, as long as you identify the ultimate goal, you can adopt flexible attitudes and workarounds on specific issues, so that the problems can be solved easily.c.Documenting any agreementsFormulate an agreement. Before formulating the agreement, both parties should confirm that all issues are agreed upon; verify all terms of the agreement; ensure
that both parties fully understand the agreement reached and record the results of the negotiations; try to make the agreement clear; do not end in a hurry negotiation.An agreement is reached. The terms of a consensus agreement should be included in the negotiation agreement, which clearly specifies what to do, when, and who to do it.Summary of negotiations. Review the gains and losses in the negotiations, lessons learned and timely summary.2. Name three reasons why implemented change may fail.