{"id":1570,"date":"2019-09-30T17:14:57","date_gmt":"2019-09-30T21:14:57","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=1570"},"modified":"2022-03-08T09:49:08","modified_gmt":"2022-03-08T13:49:08","slug":"principled-negotiation","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/principled-negotiation\/","title":{"rendered":"4 Simple Steps to Principled Negotiation"},"content":{"rendered":"\n

What is principled negotiation<\/a>? And how will it help you get better deals with less conflict?<\/p>\n\n\n\n

Principled negotiation is a negotiating tactic designed to generate fair agreements efficiently and civilly. Learn how to use principled negotiation and why you should.<\/p>\n\n\n\n\n\n\n\n

The Benefits of Principled Negotiation<\/strong><\/h2>\n\n\n\n

You don\u2019t have to choose either aggressive or soft bargaining along with their attendant problems. In contrast to the traditional adversarial approach, principled negotiation (which can also be called negotiating on the merits) is a much better way to arrive at wise agreements in an efficient way.<\/strong>
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Principled negotiation can be used in almost any circumstances and it\u2019s straightforward: the two sides work toward agreed-upon mutual interests rather than having hidden agendas.
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There are four components to principled negotiation:<\/p>\n\n\n\n

  1. People<\/strong>: Separate personalities and emotions from the issue being negotiated.<\/li>
  2. Interests<\/strong>: Focus on the interests of each side \u2014 the reasons underlying their positions \u2014 rather than on positions.<\/li>
  3. Options<\/strong>: Come up with multiple options based on mutual interests.<\/li>
  4. Criteria<\/strong>: Base the agreement on an objective (fair and independent) standard.<\/li><\/ol>\n\n\n\n

    1. Separate Emotions from Issues<\/strong><\/h3>\n\n\n\n

    People get emotional, they have trouble communicating clearly, and their perceptions vary. How they feel gets mixed with what they think about the merits (facts) of an issue. They hold stubbornly to positions due to ego. When the other side makes concessions, it can reward this behavior.
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    Before negotiators can make headway on addressing the issues, they need to address people\u2019s mindset and behavior. Both sides must see themselves as working together alongside each other, attacking a problem rather than each other. This is the first step of principled negotiation.
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    2. Talk about Interests Instead of Positions<\/strong><\/h3>\n\n\n\n

    You can overcome the flaws of positional bargaining<\/a> when you focus on the underlying interests (what you both really want) that led to taking the positions<\/strong>. Because the negotiating positions that are taken often obscure these interests, compromising doesn\u2019t generate an agreement that addresses the reasons people take the positions that they do. Figuring out what both sides really want is the second step of principled negotiation.
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    3. Generate Options Serving Mutual Interests<\/strong><\/h3>\n\n\n\n

    When negotiating under pressure, it\u2019s hard to come up with great solutions serving both sides. It\u2019s better for each side to set up a separate time to brainstorm creative solutions that address each side\u2019s interests while accommodating differences. Another approach is for both sides to brainstorm together. Finding mutual interests is the third step of principled negotiation.
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    4. Use Objective Criteria<\/strong><\/h3>\n\n\n\n

    You can avoid arbitrary agreements by demanding that the results meet objective standards independent of either side \u2014 for instance, market values, legal standards, average salaries, expert opinions or data, or customary practices. Instead of arguing about what either side is willing to accept, agree to objective standards that will serve as the rationale for the specifics in the agreement. That way, neither party is imposing their say-so for what\u2019s fair on the other. This is the fourth step of principled negotiation.<\/p>\n\n\n\n

    Stages of Principled Negotiation<\/strong><\/h2>\n\n\n\n

    Principled negotiation has three broad stages, and you deal with the four elements (people, interests, options, criteria) in each stage: analysis, planning, and discussion.
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