Submission Homework 1 – GTY (Chapters 2-5)Chapter 2 – Separating the People from the Problem The authors, Roger Fisher and William Fury, encourage readers to view negotiations as a added value, rather than a competing activity. Parties involved in a negotiation should work together to achieve a win-win situation, rather than taking sides against adversaries. To do this it is essential to separate people from problems, that is, attack the problem and not the people. The following are the problems existing among people:1. Perception: the same facts can be perceived and interpreted differently by different individuals. It is important to put yourself in the other person's shoes to understand their point of view. The worst should not be assumed and the resulting blame games should absolutely not occur.2. Emotion: Most people are reactive, which is unproductive. It is the tendency to get frustrated during negotiations and have an emotional outburst. Therefore, to control emotions, it is important to first recognize them and then identify the source of such outbursts. Furthermore, the parties must allow each other to freely express their emotions without reacting or making judgments. Symbolic gestures play an important role in defusing the strong expression of emotions.3. Communication: Listening is underrated and often presents a problem for negotiating parties. To understand each other it is important to listen carefully. Silently listening to the opposing party does not imply conforming to their opinions. Ultimately, the best way to deal with problems is to prevent them from happening at all. Chapter 3 – Focus on interests, not positions. Good agreements should focus on the interests of the negotiating parties, rather than their positions. If a problem is… middle of the paper… it leads to inefficiency (a win-lose negotiation attempt). However, if objective criteria are introduced, mutual consensus is more likely to be created and relations between the parties will remain cordial. Objective standards must be practical, scientific and fair. Furthermore, the standards must be accepted by all interested parties. To discuss objective criteria with the other party, the application of the following points is necessary:1. There should be a shared interest between the parties and therefore a shared objective standard2. It is important to be open to other people when negotiating. Furthermore, the reasons behind your objective standard must be justified. In short, not only your own position must be considered during the negotiation process, but also that of your opponent.3. Never give in to pressure, the only principle.