Principled Negotiation

PRINCIPLED NEGOTIATION

STEP 2

STEP 1

STEP 3

SEPARATE THE PEOPLE FROM THE PROBLEM

FOCUS ON INTERESTS > POSITION

INVENT OPTIONS TO SOLVE THE PROBLEM

PERCEPTIONS

EMOTIONS

COMMUNICATION

IDENTIFY INTERESTS

COMMUNICATE INTERESTS

NOT A FIXED PIE

GENERATE CREATIVE OPTIONS

STEP 4

USE OBJECTIVE CRITERIA TO EVALUATE THE OPTIONS

OBJECTIVE CRITERIA: fair standards and procedures external to the negotiation that can help the parties assess the reasonableness of the options they generate