Try a Principle-Based Negotiation Approach for More Effective Negotiation.

It is easy to imagine negotiations as confrontation, but when viewed as “joint problem solving” it can produce better results . This is also called principled negotiation , and there are four main factors involved.

In an article published by the United States Military Academy (USMA), the researchers explain this concept, which essentially is that two parties can effectively negotiate even if they have different interests. This approach was developed by Harvard Law School professor Roger Fisher and his colleague William Urey, founder of the Harvard Negotiation Program. We’ve talked about this idea before , but here are four factors that must be in place for principle negotiation to work, according to the USMA:

1) separate people from the problem

2) Focus on interests, not positions

3) Come up with options for mutual benefit

4) insist on using objective criteria

This is also called the “circle of values” and is designed to maximize the interests of both parties. In essence, the idea is to approach the negotiations objectively and logically so that they do not turn into confrontation. Instead of focusing on what they should give up, both sides can come up with a creative solution that is mutually beneficial. For more details go to the article at the link below.

Principled Negotiation: Teaching Leaders in Problem Solving, Decision Making, and Critical Thinking | USMA.edu

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