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Purpose
Highlights the importance of the perception process in interest‐based negotiation.
Design/methodology/approach
This is a viewpoint paper.
Findings
Perception determines what counts as goals, rewards and interference in the conflict process.
Practical implications
Conflict management practitioners must understand that perception determines conflict reality for the participants, rather than just a version of reality.
Originality/value
The author highlights the importance of the perception process in interest‐based negotiation.
© Emerald Group Publishing Limited
2011
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