Win-Win Negotiation (Principled Negotiation)

What is Win-Win Negotiation (Principled Negotiation)?

The Harvard Negotiation Project's method for reaching agreements that satisfy both parties' underlying interests. Separates the people from the problem, focuses on interests rather than positions, and generates creative options for mutual gain. The default framework taught at every major business school.

Is there evidence for it?

How do you do Win-Win Negotiation (Principled Negotiation)?

1. 1.Separate people from the problem: address relationship issues directly, don't let emotions contaminate the substance
2. 2.Focus on interests, not positions: ask 'Why do you want that?' to find what they actually need (often different from what they're asking for)
3. 3.Invent options for mutual gain: brainstorm multiple solutions before evaluating any — expand the pie before dividing it
4. 4.Use objective criteria: tie agreements to market value, precedent, expert opinion, or law — never to willpower
5. 5.Know your BATNA and theirs — but always look for ways to create value before claiming it

How long does it take?

2-3 hours of preparation per significant negotiation.

Is it hard to start?

medium.

This is one entry from the library Shift matches against. It is general information, not advice about you, and nothing on this page came from anyone's conversation.