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Encyclopedia > Principled Negotiation
It has been suggested that this article or section be merged with Getting to YES. (Discuss)

Principled Negotiation is the approach to negotiation developed by Roger Fisher, Bill Ury, and others, first described in the book Getting to YES. Wikipedia does not have an article with this exact name. ... Getting to YES (ISBN 1-84413-146-7) is the reference book dealing about win-win negotiation. ... Negotiation is the process where interested parties resolve disputes, agree upon courses of action, bargain for individual or collective advantage, and/or attempt to craft outcomes which serve their mutual interests. ... Negotiation and conflict resolution expert Roger Fisher is the co-author (along with Bill Ury) of the classic book on win-win negotiation called Getting to YES. Fisher, a professor at Harvard Law School, says he started by asking the question What advice could I give to both parties in... Getting to YES (ISBN 1-84413-146-7) is the reference book dealing about win-win negotiation. ...


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. It has been suggested that Win-win strategy be merged into this article or section. ...


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

See also


  Results from FactBites:
 
Negotiation - PREPARING FOR A NEGOTIATION, THE NEGOTIATION PROCESS (1555 words)
Negotiation describes any communication process between individuals that is intended to reach a compromise or agreement to the satisfaction of both parties.
Negotiation involves examining the facts of a situation, exposing the both the common and opposing interests of the parties involved, and bargaining to resolve as many issues as possible.
Good negotiation requires advance preparation, an understanding of the underlying assumptions and needs to be satisfied on both sides, a basic knowledge of human behavior, and mastery of a range of negotiating techniques, strategies, and tactics.
Conflict resolution - Wikipedia, the free encyclopedia (1146 words)
A resolution method which is direct between the parties with opposing views is negotiation.
Negotiation can be the 'traditional' model of hard bargaining where the interests of a group far outweigh the working relationships concerned.
The 'principled' negotiation model is where both the interests and the working relationships concerned are viewed as important.
  More results at FactBites »


 

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