Principled Negotiation
Principled Negotiation
From Getting to Yes by Roger Fisher — Chapter 1
The Framework
The book's master framework — a method of negotiation that is "hard on the merits, soft on the people." Four principles: (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.
How It Works
Principled Negotiation provides a structured approach to understanding Associative Coherence, BATNA, Black Swans as presented in Chapter 1 of Getting to Yes.Related Concepts
Concepts explored in the same chapter:
- Associative Coherence
- BATNA
- Black Swans
- Commitment and Consistency
- Interests vs Positions
- Negotiation
- Positional Bargaining
- Price Anchoring
📚 From Getting to Yes by Roger Fisher