Four Principles for Effective Negotiation

Negotiating and Bargaining
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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

  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

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

Student (University), Mauritius

About Negotiation Principle: Trust

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

  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

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

  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

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

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

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