When separating the people from the problem, negotiators don't react to the emotional outburst, but try to find the issues that triggered it.

Question

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Separating the people from the problem is a key principle in negotiation that involves focusing on the issues at hand rather than the individuals' personalities or emotions. This approach encourages negotiators to understand and address the underlying concerns that may cause emotional reactions, rather than reacting to the emotions themselves.

When Separating the People from the Problem, Negotiators Don't React