Principled Negotiation

Nodos de los diagramas

• PRINCIPLED NEGOTIATION

• STEP 2

• STEP 1

• STEP 3

• SEPARATE THE PEOPLE FROM THE PROBLEM 

• FOCUS ON INTERESTS > POSITION 

• INVENT OPTIONS TO SOLVE THE PROBLEM 

• PERCEPTIONS  EMOTIONS  COMMUNICATION 

• IDENTIFY INTERESTS 

• COMMUNICATE INTERESTS

• NOT A FIXED PIE 

• GENERATE CREATIVE OPTIONS 

• STEP 4

• USE OBJECTIVE CRITERIA TO EVALUATE THE OPTIONS 

• OBJECTIVE CRITERIA: fair standards and procedures external to the negotiation that can help the parties assess the reasonableness of the options they generate