COST / TOOLS: INTERACTIVE   (C/TI)

"Principled Negotiation" is the idea that negotiation results improve when the negotiators work to understand and find common ground with each other's basic interests. This is in contrast to real or perceived conditions of zero-sum competition. This was particularly developed in a Harvard Law School Study set forth by Roger Fisher and William Ury in their book "Getting to Yes." The approach includes:
  1. Separating the people from the problem by treating each other with respect, rather than  as adversaries to be beaten. This requires careful listening and a genuine effort to understand each other.
  2. Rather than setting forth bottom-line, non-negotiable positions, focus upon basic interests of both parties, seeking common interests.
  3. Brainstorm possible options, looking for mutual gain.
  4. Insist upon objective criteria and information.
  5. Prepare a BATNA (Best Alternative To a Negotiated Agreement). This fall-back position provides a comfort and understanding that there are options to a settlement, and thus also provides protection from unnecessarily giving up important objectives in the pressures of the negotiation. A failed negotiation is not necessarily a failure.