principled negotiation concept
Fisher and Ury's framework from "Getting to Yes": separate the people from the problem; focus on interests rather than stated positions; generate options before deciding; insist on objective criteria.
Fisher and Ury's framework from "Getting to Yes": separate the people from the problem; focus on interests rather than stated positions; generate options before deciding; insist on objective criteria. Aims at mutually beneficial outcomes without the relationship damage of positional bargaining. Grandparent of most modern negotiation frameworks.