Problem Solving Strategies: Principled Negotiations. Anatomy of a Conflict: A Framework for Analysis. Problems of Compromise. Claim Value Create Value Effectiveness Range
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Claim Value Create Value
Competitive Moves Cooperative Moves
Divide Pie - Distribution Expand Pie - Joint Gains
Use differences as a natural resource
Separate people from the problem
Raise Discover Generate Test Against Develop
Issues Interests Options Standards Agreements
Source: Adapted from Tomas Dunne. Center for Conflict Management. Internal Revenue Service.
Source: Fisher, Roger and Ury, William (1981). Getting to Yes: Negotiating Agreement
Without Giving In. New York: Penguin Books.
Test Options Against Standards or Objective Criteria