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Principled Negotiation

Principled Negotiation. 1. Separate People from Problems 2. Focus on Interests not Positions negotiating positions often obscures what you actually need focusing on interests avoids being forced to compromise 3. Invent solutions for mutual gain

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Principled Negotiation

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  1. Principled Negotiation • 1. Separate People from Problems • 2. Focus on Interests not Positions • negotiating positions often obscures what you actually need • focusing on interests avoids being forced to compromise • 3. Invent solutions for mutual gain • 4. Insist the result be based on some objective criteria

  2. friends goal is agreement make concessions trust everyone change your position make offers disclose bottom line accept loss search for answer they will accept insist on agreement yield to pressure adversaries goal is victory demand concessions distrust others dig into your position make threats mislead bottom line demand gains search for answer you will accept insist on position apply pressure Soft vs. Hard Negotiating

  3. friends goal is agreement make concessions trust everyone change your position make offers disclose bottom line accept loss search for answer they will accept insist on agreement yield to pressure • adversaries • goal is victory • demand concessions • distrust others • dig into your position • make threats • mislead bottom line • demand gains • search for answer you will accept • insist on position • apply pressure • problem-solvers • goal is wise-agreement • separate people from problems • proceed independent of trust • explore interests • avoid having a bottom line • invent options • insist on criteria • be firm, but open to reason

  4. Separate people from problem • Focus on interests, not positions • Invent options for mutual gain • Insist on objective criteria

  5. Structural Violence • there are inequalities imbedded in the social structure, which leads to violence and conflict. Unless the underlying inequalities are solved, then violence will continue to appear. • violence is defined as anything avoidable which increases the distance between the actual and the potential.

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