Principled Negotiation - 范文无忧网

[The pros and cons of in-season negotiations]When Tom Condon drove to Indianapolis to tell Colts president Bill Polian that Peyton Manning no longer wanted to negotiate until after the season, it constitut...+阅读

Principled negotiation is the name given to the interest-based approach to negotiation set out in the best-known conflict resolution book, Getting to Yes, first published in 1981 by Roger Fisher and William Ury. The book advocates four fundamental principles of negotiation: 1) separate the people from the problem; 2) focus on interests, not positions; 3) invent options for mutual gain; and 4) insist on objective criteria.Separating the people from the problem means separating relationship issues (or people problems) from substantive issues, and dealing with them independently. People problems, Fisher, Ury and Patton observe, tend to involve problems of perception, emotion, and munication. (1991, p. 22) Perceptions are important because they define the problem and the solution. While there is an objective reality, that reality is interpreted differently by different people in different situations. When different parties he different understandings of their dispute effective negotiation may be very difficult to achieve. (This is what we he been calling framing problems.) Fisher, Ury and Patton suggest seven basic strategies for handling problems of perception. (Click here for a deion of these strategies.)People problems also often involve difficult emotions fear, anger, distrust and anxiety for example. These emotions get intertwined with the substantive issues in the dispute and make both harder to deal with. Fisher, Ury and Patton suggest five tactics for disentangling and defusing emotional problems in the negotiation process. (Click here for a deion of these tactics.)Fisher, Ury and Patton consider munication problems to be people problems as well. They list three types of munication problems. First, disputants may not be talking to each other. While their ments are formally addressed to the opponent, they are actually addressing some outside audience. They are grandstanding, or playing to the crowd. A second munication problem arises when parties are not listening to each other. Rather than listening attentively to the opponent, parties may instead be planning their own response, or listening to their own constituency. Finally, even when parties are both listening and talking to each other, misunderstandings and misinterpretations may occur. Fisher, Ury and Patton suggest techniques for minimizing munication problems. (Click here for a deion of these techniques.)