-Principled negotiation or negotiation on the merits can be broken down into four basic points o People separate the people from the problem o Interests focus on interests, not positions o Options generate a variety of possibilities before deciding what to do o Criteria insist that the result be based on some objective standard-Three Stages of principled negotiation o Analysis: trying to diagnose the situation—to gather information, organize it and think about it, identify your interests and those of the other side o Planning: generating ideas and deciding what to do, generate additional options and criteria for deciding o Discussion: communicate back and forth, differences in perception, feelings of frustration can be acknowledged, each side should understand the interests of the others-Positional bargaining deals with a negotiators interests both in substance and in a good relationship by trading one off against the other-To deal with people problems: o Perception: differences are defined by the difference between your
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This note was uploaded on 04/29/2011 for the course ECON 101 taught by Professor Gottlieb during the Spring '08 term at Rutgers.