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Questions and Answers
In principled negotiation, what is the main goal when dealing with emotions in a dispute?
What do negotiators focus on in principled negotiation rather than on positions?
How do negotiators in principled negotiation handle strong emotions during a dispute?
What is the primary advice given by Fisher, Ury, and Patton regarding dealing with emotions in negotiation?
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Why is it important to focus on interests rather than positions in negotiation according to Fisher, Ury, and Patton?
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What is a key benefit of interest-based bargaining in negotiation?
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Why do negotiators in principled negotiation spend significant time brainstorming options?
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What do negotiators rely on in principled negotiation to settle their differences?
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In the context of negotiation, what do 'options' refer to?
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What is a common problem with arguments about whose 'facts' are correct in negotiation?
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Study Notes
Emotions in Principled Negotiation
- The main goal when dealing with emotions in a dispute is to acknowledge and understand them, rather than denying or suppressing them.
- Negotiators focus on interests, needs, and concerns rather than on positions, in order to find creative and mutually beneficial solutions.
Handling Strong Emotions
- Negotiators handle strong emotions by separating the people from the problem, and by acknowledging and labeling emotions to diffuse tension.
- They focus on the underlying interests and needs that are driving the emotions, rather than the emotions themselves.
Primary Advice on Emotions
- Fisher, Ury, and Patton advise that negotiators should acknowledge and understand emotions, rather than denying or suppressing them, in order to find a mutually beneficial solution.
Interests vs. Positions
- Focusing on interests rather than positions is important because it allows negotiators to find creative solutions that satisfy both parties' underlying needs and concerns.
- It also helps to prevent negotiations from becoming stuck on fixed positions, and allows for more flexibility and collaboration.
Benefits of Interest-Based Bargaining
- A key benefit of interest-based bargaining is that it allows negotiators to find solutions that are tailored to the underlying needs and concerns of both parties.
Brainstorming Options
- Negotiators spend significant time brainstorming options because it helps to generate a wide range of possible solutions that can satisfy both parties' interests.
- This approach also helps to counteract the tendency to focus on a single solution or position.
Settling Differences
- Negotiators rely on objective criteria, such as fair principles and standards, to settle their differences and find a mutually beneficial solution.
Options in Negotiation
- In the context of negotiation, 'options' refer to possible solutions or courses of action that can satisfy the interests and needs of both parties.
Problems with Facts
- A common problem with arguments about whose 'facts' are correct is that it can lead to an impasse, and obscure the underlying interests and needs that are driving the dispute.
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Description
Learn about the four main elements of principled negotiation as described in 'Getting to Yes' by Fisher, Ury, and Patton. Discover how separating people from the problem can help improve negotiation skills and deal with emotions effectively.
