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Principle-based negotiation: effective?
Hello Lucio,
in the course module 3 chapter 14 I read many examples of negotiation techniques. However, you did not mention Ury's principle-based negotiation. I'm curious about your opinion on it. I understand that due to manipulation, one cannot walk to a negotiation and say "based on fairness", etc. But you still put it on your list at 3rd position:
Two of its main negotiation takeaways are:
Developing alternatives (BATNA method)
Focus on interests and not positions
There is one more key concept, which I recommend that you make your new mantra for negotiations:Be hard on problems and soft on people
So what do you think of principle-based negotiation? I think in a way it is a bit using a philosopher's frame or a moral authority frame.
Hey John,
Just to be sure I understand your question: are you referring to the approach, as based on ethical principles, or to the frame, such as when you tell someone "I am here looking for win-win solutions".
It seems to me you are referring to the frame.
As a note, that lesson on negotiations in PU is mostly focused on "somewhat grey-area techniques" that can be used for manipulation -albeit one might also use them to negotiate a fair deal, of course-.
Since I have to keep the course concise, and since there are plenty of negotiation resources, I decided to focus on the somewhat less-discussed, potentially win-lose techniques that one should be aware of when negotiating.
I refer to it as openly stating: "this negotiation is based on this principle and this is why I am not accepting your offer, because it does not respect this principle". So I would say it's more about the frame of it. I read it about 10 years ago, so my memories of it could be fuzzy. However, this is what I remember: that you openly state what principle this negotiation is not respecting and this is why you think this should be this. Yes, based on win-win approach of course, as it is the topic of the book.
I totally understand and I agree that the less-discussed approach are the most valuable for a student like me. My question is about your opinion on Ury's approach: do you think it's feasible? realistic? effective?
I now know you've been working in sales and I have not. So my knowledge of negotiation is far more limited than yours. That's why I would like to know if you tried his approach or if you found it to be useful.
I use it from time to time consciously with the idea of fairness in mind. I accept fair exchange and refuse unfair ones. If it's unfair for the other I make it fair, even if I lose a little. If it is unfair for me, I make it fair for me. Example: if a colleague wants to exchange a work shift with me. Is it to my advantage? Can I have it back later on? Is it fair?
