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What is principled negotiation?

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What exactly is principled negotiation (I know that it is a negotiating strategy), and how to take advantage of this type of negotiation in a project management context?
asked 2 years ago by anonymous edited 2 years ago by MaplePM

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Principled negotiation is a negotiation strategy (that was devised by Bill Ury and Roger Fisher in their book,  "Getting to Yes") that applies the following concepts in order to "get to yes":

- Separate emotions (people) from problems: While negotiating, it is very important to forget about your emotions or you will never reach a "yes".

- Consider the (hidden) agendas and interests of involved parties: While negotiating with others, make sure you understand what they really want, what their real interests are, etc...

- Suggest several options of benefit to all involved parties: When you present several options, instead of only one, people will be more inclined to choose one of them (rather than be offered with only one option and not to choose at all).

- Discuss facts (Discuss objectively): When you are negotiating, it is very important to compare some of the issues relevant in the negotiation to certain facts. For example, if you want to get a budget of $500,000 approved for your project, you can say that a very similar project before did cost $500,000 when it was finished.

The principled negotiation strategy is often used by the project manager when negotiating with stakeholders/the client about the project.
answered 2 years ago by MaplePM (46,940 points)

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