The document summarizes key points from a negotiation workshop. It discusses position-based versus principle-based negotiation. Position-based negotiation involves locking into positions and damages relationships, while principle-based negotiation separates people from problems, focuses on interests not positions, invents options for mutual gain, and uses objective criteria. The workshop agenda covers these negotiation approaches and tactics for single and multiple issue negotiations like determining BATNA, assessing interests, and sequencing concessions.
![Negotiation Workshop Steven A. Gedeon, PhD, MBA, PEng [email_address]](https://image.slidesharecdn.com/negotiation-for-mutual-gain-37191-14478/85/negotiation-for-mutual-gain-1-320.jpg)
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