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Principled Negotiation

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Principled Negotiation is the approach to negotiation developed by Roger Fisher, Bill Ury, and others, first described in the book Getting to YES.

In concept, Principled Negotiation is a win-win approach where the goal is to reach a lasting agreement, rather than traditional positional (win-lose) bargaining.

Elements of Principled Negotiation:

  • separate the people from the problem
  • focus on interests rather than positions
  • generate a variety of options before settling on an agreement
  • insist that the agreement be based on objective criteria

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de:Harvard-Konzept

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