Conflict Escalation and Irrational People In negotiation, an effective strategy for negotiators in their attempt to move a rights- or power-based counterparty away from rights/power and back to interests is:

invoking fairness norms and legal precedents

applying rank and status arguments to the negotiation

sending a mixed message in which you combine power and interests, or rights and interests

maintaining distance and avoid meeting the counterparty face-to-face