The Four Guidelines of Principled Negotiations

The Four Guidelines of Principled Negotiations

Storyboard Description

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

Storyboard Text

  • 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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