Principled Negotiation
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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