Principled negotiation is based on four fundamentals: people, interest, options and criteria:

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1st Principle: separate the people from the problem: Negotiator should depersonalise the situation

and accepting that the subject matter of the negotiation. This can be difficult for untrained

negotiators, but this is a key skill to develop

2nd principle: focus on interests, not positions: It is important in principled negotiations not to focus

on their parties' positions (what are expressed during negotiations), but on the interests (underlying

needs) behind them

3rd principle: invent options for mutual gains: this principle aims to help the parties find a solution

that both would benefit from. The more options - or tradeables - that can be brought to the table the

better.

4th principle: insist on using objective criteria: is about making sure that the negotiation stays

focused on outcomes based on objective criteria and that it is productive.

LO 1, AC 1.2