Agreement In Principle Negotiation

In Getting to Yes, Fisher, Ury and Patton describe the four main elements of principled negotiation. By learning these things, you can dramatically improve your negotiating skills. Fisher and Ury identify the general types of tricky tactics. The parties may deliberately charge the facts, their authority or their intentions with the authorities with the authorities. The best way to protect yourself from deception is to verify the other party`s assertions. It may be helpful to ask them to further clarify their application or submit their application in writing. However, it is very important not to be considered a liar of the other party; i.e. as a personal attack. Another type of tactic is psychological warfare. If the delicate party uses a stressful environment, the principled party should identify the problematic element and propose a more comfortable or equitable change. Subtle personal attacks can be made less effective, simply recognizing them for what they are.

The explicit identification of the insulting part will often put an end to aspiration attacks. Threats are a means of exerting psychological pressure. The policy negotiator should, as far as possible, ignore them or conduct negotiations in principle on the use of threats during the proceedings. The agreement in principle should contain the essential points of coherence between the parties. The parties should confirm their procedures for ratifying the final treaty and put in place a mechanism for developing an implementation plan. These principles should be respected at every stage of the negotiation process. The process begins with an analysis of the situation or problem, the interests and perceptions of other parties and existing options. The next step is to plan how to respond to the situation and other parties. Finally, the parties discuss the problem and try to find a solution on which to agree.

Participants can avoid falling into a win-lose mentality by focusing on common interests. If the interests of the parties are different, they should look for options in which these differences can be made compatible or even complementary. The key to coordinating different interests is to “search for items that are profitable for you and that are very beneficial to them, and vice versa.” [p. 79] Each party should try to make proposals that are attractive to the other party and that the other party would easily approve.

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