These principles should be observed at each stage of the negotiation process. The process begins with the analysis of the situation or problem, of the other parties' interests and perceptions, and of the existing options. The next stage is to plan ways of responding to the situation and the other parties. Finally, the parties discuss the problem trying to find a solution on which they can agree. Separating People and Issues Fisher and Ury's first principle is to separate the people from the issues.
People tend to become personally involved with the issues and with their side's positions.
And so they will tend to take responses to those issues and positions as personal attacks. Separating the people from the issues allows the parties to address the issues without damaging their relationship. It also helps them to get a clearer view of the substantive problem. The authors identify three basic sorts of people problems. First are differences on perception among the parties.