I. The Problem

I. The Problem

1. Don't bargain over positions

   • Arguing over positions produces unwise agreements
     • Arguing over positions is inefficient
       • Arguing over positions endangers an ongoing relationship
         • Positional bargain becomes a contest of will
         • When there are many parties, positional bargaining is even worse
           • Being nice is no answer
             • Some people try to be nice and not hard.
             • There is an alternative
               • 4 points
                 • 1. Separate the people from the problem
                   • 2. Focus on interest, not positions
                     • 3. Invent options for mutual gain
                       • 4. Insist on using objective criteria

2. Positional bargain

   • Each side takes a position, argues for it, and make concessions for it.

3. Any method of negotiation should be judged by these criterias

   • 1. It should producce a wise agreemtent.
     • 2. It should be efficient.
       • 3. It should improve, or not damage the relationship.