Principled Negotiation

From Wikipedia, the free encyclopedia

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.

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

[edit] See also

• BATNA
• Mutual gains bargaining