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Abstract
Interest Based Negotiation is defined as an alternative style of negotiation used to achieve positive results for both parties. It is a style that uses the beliefs, principles, steps and techniques marked differently from the traditional negotiation of adversaries. The emphasis in the traditional negotiation rests on the relative power of the parties and his disposition to use it, in the relation with specifics issues, as well as with the general arrangement. The Interest Based Negotiation is a consensus-solution approach to negotiations that focuses on the interests of the parties.
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