Principled Negotiation
From Wacklepedia - The Free Encyclopedia
Principled Negotiation is the approach to
negotiation developed by
Roger Fisher, Bill Ury, and others, first described in the book
Getting to YES.
In concept, Principled Negotiation is a win-win approach where the goal is to reach a lasting agreement, rather than traditional positional (win-lose) bargaining.
Elements of Principled Negotiation:
- separate the people from the problem
- focus on interests rather than positions
- generate a variety of options before settling on an agreement
- insist that the agreement be based on objective criteria
Also see
Similar to