Principled Negotiation

From Academic Kids

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

See also

Similar to


de:Harvard-Konzept

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