Principled Negotiation

A Principled Negotiation is a negotiation that emphasizes legitimate interest fulfillment (through objective criteria and ethical conduct).

• AKA: Interest-Based Negotiation, Ethical Negotiation.
• Context:
  • Core Characteristics:
  • It can (typically) prioritize Legitimate Interest through interest identification.
  • It can (typically) apply Objective Criteria for decision making.
  • It can (typically) maintain Ethical Standards during negotiation processes.
  • ...
  • Process Elements:
  • It can (often) separate Person from negotiation problem.
  • It can (often) focus on Interest rather than position.
  • It can (often) generate Options for mutual gain.
  • It can (often) establish Independent Standards for outcome evaluation.
  • ...
  • Range Variations:
  • It can range from being a Basic Principled Negotiation to being an Advanced Principled Negotiation, depending on its complexity level.
  • It can range from being a Formal Principled Process to being an Informal Principled Process, depending on its structure level.
  • It can range from being a Simple Interest Resolution to being a Complex Interest Resolution, depending on its interest scope.
  • ...
  • Success Factors:
  • It can have Trust Building for relationship development.
  • It can have Transparency Mechanisms for information sharing.
  • It can have Fairness Standards for process governance.
  • It can have Problem-Solving Approaches for solution development.
  • ...
  • Outcome Focus:
  • It can generate Sustainable Agreements through mutual benefit.
  • It can create Long-term Relationships through ethical practice.
  • It can establish Common Grounds through interest alignment.
  • ...
• Examples:
  • Business Contexts, such as:
    • Corporate Partnership Negotiations using objective valuations.
    • Joint Venture Formations based on shared interests.
    • Strategic Alliance Developments through mutual value creation.
    • ...
  • Public Sectors, such as:
    • Labor Agreements using industry standards.
    • Environmental Policy Negotiations with stakeholder interests.
    • Public-Private Partnerships through balanced approaches.
    • ...
  • International Contexts, such as:
    • Trade Agreements based on international standards.
    • Diplomatic Resolutions through mutual respect.
    • Cross-Border Collaborations with cultural considerations.
    • ...
• Counter-Examples:
  • Positional Bargaining, which focuses on fixed positions rather than underlying interests.
  • Power-Based Negotiation, which relies on coercion rather than legitimate criteria.
  • Zero-Sum Negotiation, which ignores mutual benefit opportunities.
  • Deceptive Negotiation, which violates ethical principles.
• See: Negotiation Theory, Interest-Based Bargaining, Ethical Decision Making, Problem Solving Process, Collaborative Negotiation, Mutual Gain Approach.

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