Framework
Principled Negotiation
A negotiation methodology, popularized by the book Getting to Yes, that focuses on separating people from the problem, focusing on interests rather than positions, and evaluating outcomes against a BATNA and ZOPA rather than a single fixed demand.
Principled Negotiation
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Related Concepts14
Related Practices6
Ask about this framework
Transcript mentions
… read Getting to Yes, and it's like what what you need is a strong BATNA and a good ZOPA, and it's like very academic, and you're in the moment trying to have a conversation and have empathy and listen.
Framework
Principled Negotiation
A negotiation methodology, popularized by the book Getting to Yes, that focuses on separating people from the problem, focusing on interests rather than positions, and evaluating outcomes against a BATNA and ZOPA rather than a single fixed demand.
Related Concepts14
Related Practices6
Ask about this framework
Transcript mentions
… read Getting to Yes, and it's like what what you need is a strong BATNA and a good ZOPA, and it's like very academic, and you're in the moment trying to have a conversation and have empathy and listen.