Positional bargaining leads to poor outcomes and strained relationships, while principled negotiations focus on interests and objective criteria.
Overcome obstacles in negotiations by developing a BATNA, using negotiation jiu-jitsu, and negotiating the rules of the game to address dirty tricks.
Deep dives
The Problem with positional bargaining
Positional bargaining, where extreme positions are negotiated towards a compromise, leads to poor outcomes and strained relationships. Negotiations should focus on merits and avoid becoming battles of wills.
The Four Fundamentals of principled negotiations
Principled negotiations should be grounded in separating people from problems, focusing on interests instead of positions, generating options for mutual benefit, and using objective criteria to assess options.
Overcoming obstacles in negotiations
Three common obstacles in negotiations can be overcome by developing a BATNA (best alternative to a negotiated agreement), using negotiation jiu-jitsu to redirect aggression, and negotiating the rules of the game to address dirty tricks.
Everyone negotiatesâbe it to get a pay raise, extend a curfew, or agree on the terms of a joint venture. This book presents a framework for âprincipled negotiationsâ: a systematic approach to get better outcomes that address what you want in an efficient way, while maintaining (or even improving) relationships.
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