Assignment Submission 1 – GTY (Chapters 2-5)Chapter 2 – Separating the People from the ProblemThe authors, Roger Fisher and William Fury, encourage readers to view negotiations as an activity to added value, rather than a competing activity. The parties involved in the negotiations should work together to achieve a win-win situation, rather than taking the position of adversaries. To do this, it is essential to separate people from problems – that is, to attack the problem, not the people. The following problems exist among people:1. Perception: The same facts can be perceived and interpreted differently by different people. 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 take place.2. Emotion: Most people are reactive, which is unproductive. It's a 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 these outbursts. Additionally, the parties must allow themselves to freely express their emotions without reacting or passing judgment. Symbolic gestures play an important role in defusing strong expression of emotions.3. Communication: Listening is underestimated and is often a problem for negotiating parties. To understand yourself, it is important to listen to yourself carefully. Listening silently to the opposing party does not imply conforming to their opinions. Ultimately, the best method to resolve problems is to prevent them from arising altogether. rather than their positions. If an issue is in the middle of the paper, it leads to inefficiency (a win-lose negotiation attempt). However, if objective criteria are introduced, mutual consensus will be more likely to emerge and relations between the parties will remain cordial. Objective standards must be practical, scientific and fair. Additionally, the standards must be agreed to by all parties involved. In order to discuss the 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 underlying a person's objective standard must be justified. In short, not only one's own position must be taken into account during the negotiation process, but that of the opposing party must also be taken into account.3. Never give in to pressure, only the principle.