Being fair is not enough if you wish to reach a
wise agreement. You must look beyond the obvious and focus on satisfying
underlying needs of each side to the fullest.
A well known story about sharing an orange
illustrates this principle. Two people have only one orange but both want
it. Initially, they decide that the best they can do is split the orange in
two halves. To be sure that itís fair, they decide that one will cut and the
other will choose. As they discuss their underlying needs in the
negotiation, however, they find out one wants the orange to make juice and
the other needs it for the rind because he wants to bake a cake. Thus they
have found the way to satisfy the needs of each side to the extend possible.
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