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# 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]]
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<small>*Created on:* 2021-12-05</small>
<small>*Last modified on:* 2021-12-05</small>