Construct · 1 fields · 1 citations

principled negotiation: a standalone construct

One name. One construct. A landmark on the map.

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Negotiation

a negotiation method that separates people from the problem, focuses on interests rather than positions, invents options for mutual gain and uses objective criteria.

In negotiation, principled negotiation refers to a negotiation method that separates people from the problem, focuses on interests rather than positions, invents options for mutual gain and uses objective criteria. This meaning comes from Fisher (1981) in Getting to yes: negotiating agreement without giving in.[1]

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Nearby constructs

agreement4 fields · 7 citationsjingle · one word, four constructs gain4 fields · 4 citationsjingle · one word, four constructs objective2 fields · 5 citationsjingle · one word, two constructs

References

Fisher, R., & Ury, W. (1981). Getting to yes: negotiating agreement without giving in (B. Patton, Ed.). Houghton Mifflin. ISBN 9780395317570

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