Soft vs. Hard vs. Principled Negotiation
Soft vs. Hard vs. Principled Negotiation
From Getting to Yes by Roger Fisher — Chapter 1
The Framework
A comparison table contrasting three approaches across 13 dimensions (goals, relationship to other side, trust, concessions, bottom line, etc.).
How It Works
Soft vs. Hard vs. 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