Reasoned negotiation

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The parties focus on common interests in order to find a rational agreement based on objective criteria.

The 4 principles of reasoned negotiation are the following:

  • Treat separately the dispute and individuals;
  • Focus on involved interests and not on positions;
  • Explore several solutions;
  • Seek an agreement based on objective and verifiable criteria.

With a long-term vision, negotiation based on the win-win approach is appropriate and often leads a transaction into reasoned negotiation whose objective is to reach to an agreement based on the interests of both parties.

[edit] Also to Read


Contributive negotiation

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