Negotiations arise from incompatible positions between parties due to differences in how each assesses a situation based on factors like goals, information, and evaluations. These differences create a clash in perceptions of reality that forms the basis for negotiations. The goal of negotiations is pursuit of agreement where parties partially or fully achieve their goals through compromise. Participants enter with proposals but must be open to verifying them against the other party's needs during negotiations to find compatible solutions.

1. INCOMPATIBLE POSITIONS - the basis of non-compliance is the difference in the method
of assessment given situation by both sides. Submitting a pragmatic, ethical, etc.
assessment to other spheres negotiation area, the participants formulate their positions, if it
turns out that we all things agree, negotiation is redundant. Negotiations are needed
only when a disagreement occurs, that is, only partially compliance, partial disagreement of
positions provides the basis for negotiations. The negotiation situation is a clash of different
perceptions of the chosen ones fragments of reality towards which both sides adopt specific
attitudes. Difference this has its source in factors such as taking a certain perspective in a
method perception of goals, a different way of evaluating the components that build a given
situation, differences in the chosen goals, differences in the formulation of expectations,
differences in the possessed ones information, differences in the manner of achieving goals,
etc. Inconsistency may also result from limitations of certain goods, in such situations the
goal is common to all participants, but their actions will be contradictory. Incompatibility
positions are only articulated in confrontation with the other party, looking for that
non-compliance is the basis for formulating another element that builds the situation
negotiation - the subject of the dispute.
PURSUANT TO UNDERSTANDING - the effect of which is to be partial or complete
achievement of the goals set by both sides. This pursuit is very much an important
distinguishing feature of this form of communication, in other forms it is not so necessary,
e.g. the course of the discussion does not require reaching consensus positions, sometimes
for the result widening the subject area is considered satisfactory. In negotiations, the pursuit
of agreement is the primary motive that prompts participants to get into it type of interactions.
When entering negotiations, participants usually have a prepared scenario and a vision how
to meet your needs, but must take into account the fact that during the negotiations these
proposals will be verified, as the offers presented by the parties are only one of the possible
articulations of the way of meeting the needs, and agreement is possible when it concerns
the needs themselves, and not the originally adopted related assumptions with the method
of their implementation.