"A concept that is based on psychologist Jerry Harvey's research. Some people resist conflict at all costs - even if it means a lose-lose outcome for everyone involved. Groups sometimes prefer to maintain the illusion of agreement rather than to cast a dissenting voice or an opposing opinion. Personal preferences, interests, beliefs are often downplayed or buried. The paradox is that negotiators must make differences known to create 'negotiating space.' Negotiating space provides the opportunity for discovery that leads to better, both-win outcomes and longer term agreements."
