Скачать или смотреть The Principled Way of negotiating for success

Most negotiators, in a traditional sense, have often depended on positional bargaining.
In which case each side takes a ‘position’ on an issue, argue its favour and attempt to get an outcome as close to that initial position as possible.
People may bargain hard (taking up an aggressive or extreme position and holding onto it, often eliciting and equally hard counter - response) or they may bargain soft (making concessions readily in order to reach agreement, but often ending up with a negative result, based on the initial position having been compromised).
Either way, the focus on positions fosters a win – lose or lose – lose outcome.
The problem with this approach is that it tends to be unsatisfactory
‘Any agreement reached may reflect a mechanical splitting of the difference between final positions rather than a solution carefully crafted to meet the legitimate interests of the parties.’ Fisher and Ury Getting to Yes
At worst, it can lead to a time consuming and relationship damaging adversarial process.
This is where principled negotiation comes in.

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