Major Negotiation Ideas For A Middle Ground Compromise

2287 Words Mar 29th, 2015 10 Pages
Fishers book
Major negotiation ideas

Negotiations often take the form of positional bargaining. People would stake out extreme positions in the beginning and then negotiate towards a middle ground compromise. This is bad for several reasons. Firstly, if explicit demands are made in the beginning, both sides become personally committed to their positions and will defend them with unnecessary and counterproductive force. Secondly, it encourages stubbornness when egos become intertwined with issues. Furthermore, the process of haggling towards a middle ground is time consuming. Last but not the least, such negotiating styles endanger relationships if one side feels it has lost at the expense of the other party.

Fisher and Ury maintain that a good agreement is one which is wise and efficient, and which improves the parties ' relationship. Wise agreements satisfy the parties ' interests and are fair and lasting. Therefore, the authors devise a method for reaching good agreements - principled negotiation. It provides a better way of reaching good agreements. Fisher and Ury develop four principles of negotiation. Their process of principled negotiation can be used effectively on almost any type of dispute. The four principles are 1) separate the people from the problem; 2) focus on interests rather than positions; 3) generate a variety of options before settling on an agreement; and 4) insist that the agreement be based on objective criteria.

Separating People and Issues

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