Solve the problem together, not fight over positions.
Direct answer
Principled negotiation has four principles: separate the people from the problem, focus on interests not positions, invent options for mutual gain and insist on objective criteria. It aims for fair agreements without damaging relationships.
The four principles
- People: be kind to people, firm on the problem.
- Interests: ask why they want what they want.
- Options: brainstorm before deciding.
- Criteria: use fair standards such as market prices.
Example
A buyer wants a lower price (position). The interest is staying within budget. Options include a smaller order, longer payment terms or a bundle.
Where Teyro fits
Teyro's How to Handle Difficult Negotiations course turns this into short lessons you can play in a few minutes a day. It has 50 lessons, and you can start free.
The bottom line
Look behind positions to the interests.
