Principled negotiation involves four key steps: (1) separating people from the problem; (2) focusing on interests rather than positions; (3) inventing options that create mutual gain; and (4) insisting that the resolution be based on objective standards rather than pressures.

1. Principled Negotiation
• 1. Separate People from Problems
• 2. Focus on Interests not Positions
– negotiating positions often obscures what you
actually need
– focusing on interests avoids being forced to
compromise
• 3. Invent solutions for mutual gain
• 4. Insist the result be based on some
objective criteria

2. Soft vs. Hard Negotiating
• friends • adversaries
• goal is agreement • goal is victory
• make concessions • demand concessions
• trust everyone • distrust others
• change your position • dig into your position
• make offers • make threats
• disclose bottom line • mislead bottom line
• accept loss • demand gains
• search for answer they • search for answer you will
will accept accept
• insist on agreement • insist on position
• yield to pressure • apply pressure

3. • friends • adversaries • problem-solvers
• goal is agreement • goal is victory • goal is wise-
• • demand agreement
make concessions
concessions • separate people
• trust everyone
• distrust others from problems
• change your
• dig into your • proceed
position
position independent of
• make offers
• make threats trust
• disclose bottom • explore interests
line • mislead bottom
line • avoid having a
• accept loss
• demand gains bottom line
• search for answer • invent options
they will accept • search for answer
you will accept • insist on criteria
• insist on
• insist on position • be firm, but open
agreement
• apply pressure to reason
• yield to pressure

4. 1. Separate people from problem
2. Focus on interests, not positions
3. Invent options for mutual gain
4. Insist on objective criteria