Core values involved in conflict resolution
Conflict management can be particularly intractable when core values that negotiators believe are non-negotiable, are involved, such as their family bonds, or personal moral code. Take the case of two siblings who disagree about whether to sell their deceased parents’ farm, with one of them insisting the land must remain in the family and the other arguing that the parents would want them to sell it.
It is important to thoroughly analyze the benefits you might expect from a negotiation that could allow you to honor your principles. For example, the sibling’s objections to selling the family land might soften if a percentage of the proceeds are donated to the parents’ favorite charity. In business it is not worth to win a contract when you would give up your core values.