Principled Negotiation

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

Also see

• BATNA

Similar to

• mutual gains bargaining