Communication · Executive Insight Brief · 406
Expand the options and protect the exit
Principled negotiation separates relationships from substantive interests, generates options, tests proposals against independent standards, and keeps the BATNA visible before agreement.
Premise
Principled negotiation changes bargaining by treating stated positions as claims to investigate rather than as the complete conflict. Roger Fisher and William Ury presented the method in the 1981 first edition of Getting to Yes as an alternative to positional bargaining. The executive value is diagnostic and economic: uncovering the interests beneath demands can reveal dimensions for trade, while objective criteria and a credible alternative to agreement constrain the urge to settle merely because a negotiation is underway.
What the model is: Principled Negotiation in Knowledge →
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- FamilyTool
- CategoryIntervention Methods & Practices
- DomainConflict & Negotiation
What these mean
Editorial orientation · Family
Tool
In this series, Tool names the editorial family primarily used to act on, examine, measure or organize communication. It includes instruments, methods, practices, protocols, codes and institutional arrangements. Membership does not certify effectiveness, portability or safe use in every setting.
Editorial orientation · Category
Intervention Methods & Practices
Organizes actions intended to facilitate, plan, train, negotiate, coordinate or change a situation. It connects a practical purpose with a way of working, whose conditions and consequences must be examined.
- KnowledgePrincipled Negotiation