Principled negotiation - getting to yes (Ury et al.)

(Power framework) The model's goal is to negotiate in an effective manner by avoiding compromising more than necessary. A principled negotiation is characterized by: 1. Separate people from the problem: You should try to combine soft and hard negotiation strategies, by being soft on people and hard on problems. 2. Focus on the counterpart's interests: Identifying and speaking about the other person's interests reduces the risk of the opponent seeing themselves as an opponent. 3. Generate more options: Trying to generate more options might result in a situation where both parties think they have won, instead if a win-lose situation. 4. Refer to "objective" evaluation criteria: If you agree on a joint evaluation process based on "objective" criteria, you can refer to this when conveying your point.