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, 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.

Terence Sullivan, United States

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

Mellacheruvu Adi Saasthry
Director, India

Principles for Effective Negotiation: Refrain From Ego

8. REFRAIN FROM EGO. People involved in negotiations should be cognizant that their ego should be le... Sign up

Steven Cooke, Philippines

Trust in Negotiations

@Terence Sullivan: I think that "trust" is one of those nice concepts whose systematic betrayal in r... Sign up

Student (University), Mauritius

About Negotiation Principle: Trust

@Terence Sullivan: I fully agree that trust may be an important player in negotiation. However, we ... Sign up

Dr N K Rai
Director, India


The skills of negotiation depend upon one's ability to: N - Never say never E - Equal treatment G... Sign up

Sulaiman Kyambadde
Business Consultant, Rwanda

Effective Negotiation Principles: Trust is Primary

@Terence Sullivan: I agree that the bottom-line for effective negotiation is trust. It is the bedroc... Sign up

Sokolova Tatiana
Analyst, Russian Federation

Don't Treat Principles of Negotiations as Dogmas

Principles of negotiations have much in common with dogmas in religion when it looks more reliable t... Sign up

smith, UK

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

Ruben Dario Lozano Rubiano
Professor, Colombia

Negotiation and Agreement

If you come to negotiate on some agreement, for this the 2. MUTUAL INTERESTS must be clearly visible... Sign up

T. Bredewold

Misunderstand the Words

The truth is the truth, perception is perception. Pity so many people will see the truth in percepti... Sign up

Alejandro V Henze
Teacher, Mexico

Equality as a Core Principle of Negotiation

Most of negotiations do not consider 9. EQUALITY as a core objective. When when negotiators foresee ... Sign up

Sokolova Tatiana
Analyst, Russian Federation

Background of Principles for Effective Negotiation

Business today is very aggressive as a result of long history of capitalism development. It used to ... Sign up

Salim Bellemcherrah
HR Consultant, Algeria

Extend Trust Early

@Terence Sullivan: I agree "TRUST" is a tool to make someone feel easy. This allows you to then dea... Sign up


More on Negotiating and Bargaining:
Discussion Topics
👀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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