This preview shows page 1. Sign up to view the full content.
Unformatted text preview: projects? Principled negotiation is an approach to negotiation that advocates separating the people from the problem, focusing on interests rather than positions, inventing options for mutual gain, and using objective criteria whenever possible. It is the recommended approach for negotiating agreements on projects because it allows for the development of win/ win solutions while protecting against those who would take advantage. Principled negotiation maintains a view that the people working on a project are allies rather than opponents and ensures that implementation of an agreement is not sabotaged by resentment towards how the agreement was reached....
View Full Document
- Summer '11