Principled Negotiation = Working collaboratively to attack a shared problem or to maximise a shared opportunity. The style seeks to decide issues on their objective merits and standing up for your legitimate rights and interests, whilst looking for mutual gains and insisting on fairness both in the debate and the outcomes.
An approach to Principled Negotiation includes:
- Separating people from the problem in order to deal with the substantive issue, in a way that respects people and maintains positive relationships.
- Focusing on reconciling both parties interests rather than positions (behind opposed positions lies shared compatible interests).
- Generating a variety of options and ideas rather than pursuing a predetermined answer.
- Insisting that the agreement reflects some objectively fair standard such as the market rate, legal or customary precedent, professional codes of practice, ethics and efficiency etc.
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