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Definitions | Friday, November 21, 2008 |
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Principled NegotiationBack to Index |
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| This approach to negotiation was developed by Fisher and Ury and first presented in their best-selling book, Getting to Yes, in 1981. Basically an integrative negotiation strategy calls for “separating the people from the problems”, negotiating on the basis of interests rather than positions, identifying options for mutual gain, and using objective criteria to judge fairness of any proposed settlement. | ||
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