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“I always say that if you are looking backward in the rearview mirror, you are probably not emphasizing the other side's interests. To maintain an interests focus, you want to stress the future—how can we move this ahead, how can we get this resolved to move forward, how can we work together again—this future orientation will keep you in the interests circle. If I am looking backward, it is likely that I have veered off interests and am focused on rights or even power.”

Victoria Medvec, Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes
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Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes by Victoria Medvec
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