One of the toughest negotiations is when one side wins and the other side loses. For example, a mining company wants to mine in a forest area and a local government wants to stop the mine because they want to preserve the forest. If one side wins, the other loses.

This is so difficult because each side brings a position and then spends all their energy defending their position or attacking the other side's position.

In the toughest negotiations, we need to look beyond positions and explore interests.

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