The relationship tends to become entangled with the problem. A major consequence of the “people problem” in negotiation is that the parties’ relationship tends to become entangled with their discussions of substance. On both the giving and receiving end, we are likely to treat people and problem as one. Within the family, a statement such as “The kitchen is a mess” or “Our bank account is low” may be intended simply to identify a problem, but it is likely to be heard as a personal attack.
