%% #💡 #🟡 %% # principled negotiation model Four step problem-solving approach to [[integrative negotiation]] without risking victimization. 1. Separate the people from the problem - Build a working relationship - Address issues of perception, emotion and communication 2. Focus on interests, not positions. - Focus on the why not the how 3. Invent options for mutual gain. - Expand the pie before trying to divide it - Generate solutions that can meet needs of both parties 4. Insist on objective criteria. - Employ fair standards and fair procedures ## Sources [[Organizational Ethics - Johnson 2019]] ## Tags [[conflict]] --- <small>*Created on:* 2021-12-05</small> <small>*Last modified on:* 2021-12-05</small>