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Principled Negotiation. 1. Separate People from Problems 2. Focus on Interests not Positions negotiating positions often obscures what you actually need focusing on interests avoids being forced to compromise 3. Invent solutions for mutual gain

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principled negotiation
Principled Negotiation
  • 1. Separate People from Problems
  • 2. Focus on Interests not Positions
    • negotiating positions often obscures what you actually need
    • focusing on interests avoids being forced to compromise
  • 3. Invent solutions for mutual gain
  • 4. Insist the result be based on some objective criteria
soft vs hard negotiating
friends

goal is agreement

make concessions

trust everyone

change your position

make offers

disclose bottom line

accept loss

search for answer they will accept

insist on agreement

yield to pressure

adversaries

goal is victory

demand concessions

distrust others

dig into your position

make threats

mislead bottom line

demand gains

search for answer you will accept

insist on position

apply pressure

Soft vs. Hard Negotiating
slide3
friends

goal is agreement

make concessions

trust everyone

change your position

make offers

disclose bottom line

accept loss

search for answer they will accept

insist on agreement

yield to pressure

  • adversaries
  • goal is victory
  • demand concessions
  • distrust others
  • dig into your position
  • make threats
  • mislead bottom line
  • demand gains
  • search for answer you will accept
  • insist on position
  • apply pressure
  • problem-solvers
  • goal is wise-agreement
  • separate people from problems
  • proceed independent of trust
  • explore interests
  • avoid having a bottom line
  • invent options
  • insist on criteria
  • be firm, but open to reason
slide4
Separate people from problem
  • Focus on interests, not positions
  • Invent options for mutual gain
  • Insist on objective criteria
structural violence
Structural Violence
  • there are inequalities imbedded in the social structure, which leads to violence and conflict. Unless the underlying inequalities are solved, then violence will continue to appear.
  • violence is defined as anything avoidable which increases the distance between the actual and the potential.