Four Principles for Effective Negotiation

Negotiating and Bargaining
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Negotiating and Bargaining > Best Practices

Jaap de Jonge, Editor, Netherlands
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: (...) Read more? Sign up for free

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  Ken Sylvester

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.

  Terence Sullivan

Principles for Effective Negotiation : Extend Trust Early

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

  Mellacheruvu Adi Saasthry , Director, India

Principles for Effective Negotiation: Refrain From Ego

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

  Steven Cooke

Trust in Negotiations

@: I think that "trust" is one of those nice conce (...)

  suresh, Student (University), Mauritius

About Negotiation Principle: Trust

@: I fully agree that trust may be an important pl (...)

  Dr N K Rai, Director, India


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

  Sulaiman Kyambadde, Business Consultant, Rwanda

Effective Negotiation Principles: Trust is Primary

@: I agree that the bottom-line for effective nego (...)

  Sokolova Tatiana, Analyst, Russian Federation

Don't Treat Principles of Negotiations as Dogmas

Principles of negotiations have much in common wit (...)


Trust Increases the Speed of Negotiations

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

  Ruben Dario Lozano Rubiano, Professor, Colombia

Negotiation and Agreement

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

  T. Bredewold, Netherlands

Misunderstand the Words

The truth is the truth, perception is perception. (...)

  Alejandro V Henze, Teacher, Mexico

Equality as a Core Principle of Negotiation

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

  Sokolova Tatiana, Analyst, Russian Federation

Background of Principles for Effective Negotiation

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

  Salim Bellemcherrah, HR Consultant, Algeria

Extend Trust Early

@: I agree "TRUST" is a tool to make someone feel (...)

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