do they like each other, do they trust each other, will they hear what each other has to say? Just over a third has to do with the process they use. That is, do they decide to explore each other’s needs (rational and emotional)? Do they agree on an agenda? Do they make genuine commitments to each other?
I don’t think this is a failure of rationality: in disagreements about facts you have to trust the other person to not lie, in a negotiation you have to trust the other person to keep his end of the bargain.
I don’t think this is a failure of rationality: in disagreements about facts you have to trust the other person to not lie, in a negotiation you have to trust the other person to keep his end of the bargain.