Kernal: Principled Negotiation

 

Principled Negotiation

This is an activity likely to remain essential so long as we remain human. The following is drawn from the book, Getting to Yes by Fisher, Ury and Patton of the Harvard Negotiation Project.

Should this belong in a 'Book of Conflict'?

Hard vs Soft vs Principled Negotiation

Decide issues on their merits. Look for mutual gains whenever possible. Where interests conflict, insist that the result be based on some fair standards independent of the will of either side. Be hard on the merits; be soft on the people. Good faith (no tricks, no posturing).

Recognize that all negotiation determines rules, which are separate from content.

Obtain what you are entitled to while remaining decent.

Be fair while protecting yourself from advantage taken of that fairness.

Wise Agreement

Any method of negotiation may be fairly judged by three criteria:

1. It should produce a wise agreement if agreement is possible.
2. It should be efficient.
3. It should improve or at least not damage the relationship between parties.

Wise Agreement - One that meets the legitimate interests of each side to the extent possible, resolves conflicting interests fairly, is durable, and takes community interests into account.

Four Principles

Negotiate toward a wise outcome, efficiently and amicably.

1. Separate the people from the problem.
2. Focus on interests, not positions.
3. Invent options for mutual gain.
4. Insist on using objective criteria.

Who makes an enemy of their adversary

Has lost the path of peace