The Four Guidelines of Principled Negotiations
Описание на Статията
In Getting to Yes, Fischer and Ury, lay out four guidelines for principled negotiations.
- Separate people from the problem
- Focus on interests versus position
- Invent options for mutual gain
- Insist on objective criteria
Текст на Статията
- Separate people from the problem
- She's trying to cheat me.
- No!
- Separate people from the problem
- Both companies should benefit from this deal.
- Yes!
- Focus on interests not positions
- I'm not taking less than $32K.
- No!
- Focus on interests not positions
- I want a job that allows me time with my family.
- Yes!
- ...your kids won't leave things in my yard...
- If we share the cost of a fence...
- ...and your dogs won't leave things in my yard.
- Yes!
- Invent options for mutual gain
- Insist on objective criteria
- Yes!
- Let's use the Kelly Blue Book to see how much the car is worth.
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