12 Case study: resolving a conflict

Read the text and match the correct heading to each paragraph.
There is one important thing that influences such a long-term relationship between partners. It is the happiness that an individual has when they possess something. It works even with relationships. An individual values a good relationship and the emotional comfort that it provides. Therefore, as losing something can be very frustrating, an individual prefers to maintain existing relationships. It is a good enough reason for business partners to negotiate with each other and arrive at a compromise.

Partners should be a resource for each other. This is the most important part of any negotiation. Partners should have something that the other party needs. If they can't satisfy each other's needs, there is nothing to discuss.

If partners have established a long-term relationship, a chance to arrive at a compromise increases. They already have a history of communication, they know how to negotiate with each other, and they know what they can offer each other.

A negotiation goes well only if it does not become too emotional. Partners have to talk openly, go over the main points, and achieve an agreement. Sometimes, business partners can't think logically when they get too emotional. However, it is almost impossible not to become emotional when you are negotiating. The most important thing is to manage your emotions so that it won't lead to a conflict. If emotions could cause problems, business partners sometimes hire mediators who will help to lead negotiations and prevent conflict.

Match the words to make phrases from the text.

_____ problems

____ party

_____ comfort

____ points

_____ mediators

_____ relationships