Four Principles for Effective Negotiation



Negotiating and Bargaining
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33
Jaap de Jonge
Editor, Netherlands

Four Principles for Effective Negotiation

When you're thinking about managing a conflict, it's useful to also remember the Four Principles for Effective Negotiation of Roger Fisher and William Ury:
1. PEOPLE - Separate the people from the problem
2. INTERESTS - Focus on interests rather than positions
3. OPTIONS - Generate a variety of options before settling on an agreement; and
4. CRITERIA - Insist that the agreement be based on objective criteria.
Source: Getting to Yes: Negotiating Agreement Without Giving In
 

Rating

 
8
Ken Sylvester, United States
 

Two More Core Negotiation Principles

5. SELF-INTEREST - The first core principle of an effective negotiation is recognizing that self-interest tends to trump most other values. Until others' self-interests are understood, most negotiations will result in the use of win-lose power approaches.
6. THREATS - A second core principle involves the perception and/or reality of what is considered a threat to others attaining their objective. Thus, until "threats" are understood and those threats can be disarmed, one's goals/objectives will experience win-lose dynamics.
Most negotiation training and books focus upon dealing with the actual issues on the table. However, self-interest(s) and threat(s) have more to do with how issues are "framed" and not primarily the issue itself.

 
9
Terence Sullivan, United States
 

Principles for Effective Negotiation : Extend Trust Early

It is interesting to see that 7. TRUST is not on ...

 
1
Mellacheruvu Adi Saasthry
Director, India
 

Principles for Effective Negotiation: Refrain From Ego

8. REFRAIN FROM EGO. People involved in negotiatio...

 
2
Steven Cooke, Philippines
 

Trust in Negotiations

@Terence Sullivan: I think that "trust" is one of ...

 
4
suresh
Student (University), Mauritius
 

About Negotiation Principle: Trust

@Terence Sullivan: I fully agree that trust may be...

 
12
Dr N K Rai
Director, India
 

NEGOTIATION Acronym

The skills of negotiation depend upon one's abilit...

 
4
Sulaiman Kyambadde
Business Consultant, Rwanda
 

Effective Negotiation Principles: Trust is Primary

@Terence Sullivan: I agree that the bottom-line fo...

 
1
Sokolova Tatiana
Analyst, Russian Federation
 

Don't Treat Principles of Negotiations as Dogmas

Principles of negotiations have much in common wit...

 
1
smith, UK
 

Trust Increases the Speed of Negotiations

Think about this: - Trust in any area of the univ...

 
2
Ruben Dario Lozano Rubiano
Professor, Colombia
 

Negotiation and Agreement

If you come to negotiate on some agreement, for th...

 
2
T. Bredewold
Netherlands
 

Misunderstand the Words

The truth is the truth, perception is perception. ...

 
2
Alejandro V Henze
Teacher, Mexico
 

Equality as a Core Principle of Negotiation

Most of negotiations do not consider 9. EQUALITY a...

 
3
Sokolova Tatiana
Analyst, Russian Federation
 

Background of Principles for Effective Negotiation

Business today is very aggressive as a result of l...

 
2
Salim Bellemcherrah
HR Consultant, Algeria
 

Extend Trust Early

@Terence Sullivan: I agree "TRUST" is a tool to ma...

   

More on Negotiating and Bargaining:
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👀Four Principles for Effective Negotiation
Communication Style in Negotiations: Tough or Nice?
Preparing for a Negotiation: BATNA or Bottom Line?
Negotiating for Personal Purposes (Kolb)
Negotiating while Making Multiple Equivalent Simultaneous Offers: THE MESO STRATEGY
Negotiation Strategies and Tactics
Issues in the Negotiation Process (Manning & Robertson)
Negotiating Without a BATNA
Asking Advice to your Counterpart in Negotiations
Different Negotiating Types / Bargaining Styles
Negotiation Intentions of Mastenbroek
Tripartite Social Dialogue to Build Trust and Collaboration Among Government, Business and Labour
Rules and Tips for Price Negotiations
Negotiation: The Final Offer Arbitration Challenge
BATNA: Should you Accept or Reject a Deal?
The Ethics of Negotiations
Stages in the Negotiation Process (Manning & Robertson)
How to Avoid Legal Pitfalls of Negotiating Contracts?
🔥What is a Pre-Negotiation Agreement? Good Faith
Collective Bargaining : Role of Chairman?
Contract Lifecycle Management
Is Negotiation a Science or an Art?
What do you need to be a Smart Negotiator ?
Influence of Collective Bargaining in Public Sector
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