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Authors says a good agreement is one which is effective and always improves relationship among parties, the same is been taught in this book.
All negotiation normally takes the form of positional bargaining, both Fisher and Ury argues that positional bargaining will not produce a good agreements because these type of agreements in negotiation will harm relationships among parties.
Principled negotiation provides a better way of reaching good agreements. Their process can be effectively used in any type of dispute.
The four principles of principled negotiations are:
People tend to become personal with positions so separating them from the issues and positions will help to maintain relationships and get a clearer view on the problem. Author identifies basic sorts of people’s problem
Good agreements focus on the parties interests, rather than their positions. Defining a problem in the terms of positions means that at least one party will“lose” the dispute.
First step to identity party’s interest is by questioning about their positions they hold. Once the parties have identified their interests, they must discuss them together. Parties should keep a clear focus on their interests, but remain open to different proposals and positions.
Authors identifies four obstacles in generating creative options for solving a problem.
The parties must agree which criteria is best for their situation. Criteria should be both legitimate and practical. Three important points using objective criteria that should be kept in mind
Weaker party should concentrate on assessing their best alternative to a negotiated agreement (BATNA). Weaker party should reject agreements that would leave them worse off than their (BATNA).
Thus the party with best BATNA is the more powerful party in the negotiations. Generally the weaker party can take unilateral steps to improve their alternatives to improve negotiations. They must identify potential opportunities and take steps to further develop those opportunities.
Author described about three approaches for dealing with opponents who are stuck with positional bargaining.
Dirty tricks – While engaging in principled negotiation it is wise to establish procedural ground rules for the negotiation. Deliberate deception of facts should seek verification of other side claims.
The principled negotiator should recognise positional pressure as a bargaining tactics and look to refuse it.
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