5. Principled Negotiation
• The Principle:
Problem are Problem; People are people
• People: Separate the people from the problem
• Interests: Interests but not positions
• Options: Possible? Alternatives?
• Criteria: Based on objective standards but not
subjective standards
Win-win is not the same as compromise!
10. Strategy 1
• Consider their position as alternative
• Look for the interest behind
• Think about ways to cooperate
Don’t attack their position, look behind it
11. Strategy 2
• Ask them what’s wrong with it
• Dig their underlying interests in their negative judgments
• Rethink your proposals standing in their view
• Rework your ideas by adding suggestions
Criticism is not the res light to stop but green light to achieve agreement
Invite criticism and advice
12. Strategy 2
• Ask for advice
• Ask them what they would do if they were in your position
Turn around the position of both parties
Think about the interests and considerations inside their solutions
Invite criticism and advice
13. Strategy 3
• Sit back and let them talk
• Do not defend yourself
• Do not attack them
• Save your energy
• Let them release their angry emotions
Reconsider their attacks
14. Strategy 3
• Listen and show your respectful attitude
• Show your understanding
• Wait until they ended
• Consider the rational part of them
Reconsider their attacks
17. One-text mediation Procedure
• Trained mediator who
• Focuses on interests, options and criteria
• Can separate people from problem
• Directs the negotiations
• Helps to identify mayor interests
• Reduces the number of decisions required for an agreement
Simplification of the decision-making process
