Avoid positional bargaining in Mediation
The method called principled negotiation or negotiation on the merits was developed by the leaders of the Harvard Negotiation Project1. This method provides a much more effective alternative to positional bargaining. The principled method permits you to reach a gradual consensus on a joint decision efficiently and amicably.
|
|
In contrast to positional bargaining, the principled negotiation method of focusing on basic interests, mutually satisfying options, and fair standards typically results in a wise agreement. Participants are problem solvers, not adversaries. An amicableagreement between them is made possible by separating the people from the problem and dealing directly and empathetically with the other negotiator as a human being.
