Caught a news flash about kidnappers lessening the amount they were demanding for the release of their victims. I call it negative negotiation, since it involves sinister blackmail, pay up or else...Generally, we do not deal with them.
Negotiation in mediation, on the other hand, is positive as it tries to lower the expectation of both sides as to their legitimate needs as affected by the other side in the conflict. Each side is entitled to some recompense or consideration.
Kidnappers just have a sense of entitlement.
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