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
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Welcome to the Negotiating and Bargaining best practices. The topic being discussed here is: "Four Principles for Effective Negotiation".
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Ken Sylvester, United States
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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.
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Terence Sullivan, United States
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Principles for Effective Negotiation : Extend Trust Early
It is interesting to see that
7. TRUST is not on the list so far.
The reality is that if give trus... Sign up
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Steven Cooke, Philippines
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Trust in Negotiations
@Terence Sullivan: I think that "trust" is one of those nice concepts whose systematic betrayal in r... Sign up
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smith, UK
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Trust Increases the Speed of Negotiations
Think about this:
- Trust in any area of the universe speeds up any activity
- Mistrust slows ever... Sign up
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