Encyclopedia > Principled Negotiation

  Article Content

Principled Negotiation

Principled Negotiation is the approach to negotiation developed by Roger Fisher, Bill Ury, and others, first described in the book Getting to YES.

In concept, Principled Negotiation is a win-win approach where the goal is to reach a lasting agreement, rather than traditional positional (win-lose) bargaining.

Elements of Principled Negotiation:

  • separate the people from the problem
  • focus on interests rather than positions
  • generate a variety of options before settling on an agreement
  • insist that the agreement be based on objective criteria

Also see

Similar to



All Wikipedia text is available under the terms of the GNU Free Documentation License

 
  Search Encyclopedia

Search over one million articles, find something about almost anything!
 
 
  
  Featured Article
Anna Karenina

... of that time. Its theme is the institution of marriage and its relation to society and morality. The novel intially appeared serially in the periodical Rusk ...

 
 
 
This page was created in 19.4 ms