MindLetter – 21st Edition Principled Negotiation: Focusing on Interests to Create Value

Negotiation is often framed as a choice between tough, uncompromising tactics or friendly, accommodating gestures. However, the Harvard Negotiation Method offers a superior alternative: principled negotiation. This approach, detailed in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton, focuses on achieving efficient, amicable, and wise outcomes by addressing the merits of an issue rather than resorting to positional bargaining.

Core Principles of Principled Negotiation

The four foundational principles of principled negotiation enable negotiators to craft mutually beneficial solutions:

1. Separate People from the Problem

Strong emotions can obscure the substantive issues in a negotiation. Address emotions and interpersonal dynamics independently from the issues at stake to foster clarity and cooperation. Techniques such as active listening and empathic communication help negotiators identify concerns and establish trust.

Example: Two department heads disputing over resource allocation could mitigate conflict by focusing on organisational goals rather than personal grievances.

2. Focus on Interests, Not Positions

Behind every position lies deeper interests—needs, motivations, or concerns—that drive it. Negotiators should seek to understand these interests rather than rigidly defending their positions.

Example: Siblings arguing over whether to host a party at home or in a restaurant only resolve their conflict when they uncover their deeper interests: time constraints for one and cost concerns for the other. A shared understanding leads them to choose an affordable restaurant.

3. Invent Options for Mutual Gain

Negotiators often settle prematurely, missing opportunities to explore creative solutions. Principled negotiation emphasises brainstorming multiple options before selecting the best one to satisfy all parties' interests.

Example: In salary negotiations, a job seeker might trade vacation days for a higher salary, satisfying both their financial needs and the employer’s staffing concerns.

4. Insist on Objective Criteria

Disputes often arise from subjective judgments. Using independent, objective standards like market benchmarks, legal precedents, or expert opinions allows negotiators to ground discussions in fairness and reduce bias.

Example: A buyer and seller agreeing to evaluate a property’s value based on comparable market data ensures transparency and mutual acceptance of the outcome.

The Power of BATNA

In principled negotiation, the goal is not merely to reach an agreement but to achieve one that surpasses your BATNA (Best Alternative to a Negotiated Agreement). A strong BATNA gives negotiators leverage, empowering them to reject deals that do not meet their minimum standards.

Example: A house hunter negotiating multiple properties may walk away from a deal if the terms don’t compare favourably with their backup plan, such as extending their current lease.

Why Choose Principled Negotiation?

1. Fosters Collaboration: By addressing shared interests, it builds lasting relationships.
2. Encourages Creativity: Emphasis on brainstorming leads to innovative solutions.
3. Grounded in Fairness: Objective standards reduce conflicts and promote equitable outcomes.
4. Improves Preparedness: Understanding and enhancing BATNA ensures confidence.

Practical Tips to Implement Principled Negotiation

• Prepare Thoroughly: Research interests, options, and objective criteria beforehand.
• Ask Probing Questions: Explore motivations behind the other party's positions.
• Emphasise Shared Goals: Focus on areas of common interest to build alignment.
• Remain Flexible: Adapt your approach as new information arises.

Final Thought

Principled negotiation is more than a strategy—it’s a mindset. By focusing on shared interests, fostering trust, and pursuing fair solutions, negotiators can transcend adversarial tactics and create enduring value for all parties.

What’s your experience with principled negotiation? Share your insights with us!

For more strategies, explore Harvard’s Negotiation Skills report(HLS_PON_FR_NegotiationS…).

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#MindLetter – 21st Edition

#PrincipledNegotiation: Focusing on Interests to Create Value

#?àmPhánNguyênT?c: T?p Trung Vào L?i ích ?? T?o Giá Tr?

Negotiation is often framed as a choice between tough, uncompromising tactics or friendly, accommodating gestures. However, the Harvard Negotiation Method offers a superior alternative: principled negotiation. This approach, detailed in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton, focuses on achieving efficient, amicable, and wise outcomes by addressing the merits of an issue rather than resorting to positional bargaining. ?àm phán th??ng ???c hi?u là l?a ch?n gi?a chi?n thu?t c?ng r?n ho?c nh??ng b? than thi?n. Tuy nhiên, #Ph??ngPháp?àmPhánHarvard mang ??n m?t l?a ch?n v??t tr?i: ?àm phán theo nguyên t?c. Cách ti?p c?n này, ???c trình bày trong cu?n sách Getting to Yes c?a Roger Fisher, William Ury và Bruce Patton, nh?n m?nh vi?c ??t ???c k?t qu? hi?u qu?, hài hòa và kh?n ngoan b?ng cách t?p trung vào giá tr? c?t l?i c?a v?n ?? thay vì th??ng l??ng theo v? trí.

#CorePrinciples of Principled Negotiation

#NguyênT?cC?tL?i C?a ?àm Phán Nguyên T?c

1. Separate People from the Problem | Phan Bi?t Con Ng??i V?i V?n ??

Strong emotions can obscure the substantive issues in a negotiation. Address emotions and interpersonal dynamics independently from the issues at stake to foster clarity and cooperation. Techniques such as active listening and empathic communication help negotiators identify concerns and establish trust. C?m xúc m?nh có th? làm lu m? các v?n ?? c?t l?i trong ?àm phán. H?y x? ly c?m xúc và ??ng l?c cá nhan m?t cách ??c l?p v?i v?n ?? ?? t?o s? r? ràng và h?p tác. Các k? thu?t nh? l?ng nghe tích c?c và giao ti?p th?u c?m giúp nh?n di?n m?i quan tam và xay d?ng lòng tin.

Example | Ví d?: Two department heads disputing over resource allocation could mitigate conflict by focusing on organisational goals rather than personal grievances. Hai tr??ng phòng tranh c?i v? phan b? ngu?n l?c có th? gi?m b?t xung ??t b?ng cách t?p trung vào m?c tiêu t? ch?c thay vì phàn nàn cá nhan.

2. Focus on Interests, Not Positions | T?p Trung Vào L?i ích, Kh?ng Ph?i L?p Tr??ng

Behind every position lies deeper interests—needs, motivations, or concerns—that drive it. Negotiators should seek to understand these interests rather than rigidly defending their positions. M?i l?p tr??ng ??u có nh?ng l?i ích sau xa h?n—nhu c?u, ??ng l?c, ho?c m?i quan tam. Ng??i ?àm phán nên tìm hi?u các l?i ích này thay vì b?o v? l?p tr??ng m?t cách c?ng nh?c.

Example | Ví d?: Siblings arguing over whether to host a party at home or in a restaurant only resolve their conflict when they uncover their deeper interests: time constraints for one and cost concerns for the other. Anh ch? em tranh c?i v? vi?c t? ch?c ti?c t?i nhà hay nhà hàng ch? gi?i quy?t ???c xung ??t khi h? phát hi?n ra l?i ích sau xa: h?n ch? th?i gian cho ng??i này và lo ng?i chi phí cho ng??i kia.

3. Invent Options for Mutual Gain | T?o Ra Các L?a Ch?n ??i Bên Cùng Có L?i

Negotiators often settle prematurely, missing opportunities to explore creative solutions. Principled negotiation emphasises brainstorming multiple options before selecting the best one to satisfy all parties' interests. Ng??i ?àm phán th??ng ch?t s?m, b? l? c? h?i khám phá các gi?i pháp sáng t?o. ?àm phán nguyên t?c nh?n m?nh vi?c ??ng n?o nhi?u l?a ch?n tr??c khi ch?n ph??ng án t?t nh?t ?áp ?ng l?i ích c?a t?t c? các bên.

Example | Ví d?: In salary negotiations, a job seeker might trade vacation days for a higher salary, satisfying both their financial needs and the employer’s staffing concerns. Trong ?àm phán l??ng, m?t ?ng viên có th? ??i ngày ngh? ?? nh?n m?c l??ng cao h?n, ?áp ?ng nhu c?u tài chính c?a h? và m?i quan tam c?a nhà tuy?n d?ng.

4. Insist on Objective Criteria | Kiên Trì V?i Tiêu Chí Khách Quan

Disputes often arise from subjective judgments. Using independent, objective standards like market benchmarks, legal precedents, or expert opinions allows negotiators to ground discussions in fairness and reduce bias. Tranh ch?p th??ng phát sinh t? ?ánh giá ch? quan. S? d?ng các tiêu chu?n khách quan nh? ?i?m chu?n th? tr??ng, ti?n l? pháp ly, ho?c y ki?n chuyên gia giúp t?o n?n t?ng c?ng b?ng cho th?o lu?n và gi?m thiên v?.

Example | Ví d?: A buyer and seller agreeing to evaluate a property’s value based on comparable market data ensures transparency and mutual acceptance of the outcome. Ng??i mua và ng??i bán ??ng y ?ánh giá giá tr? tài s?n d?a trên d? li?u th? tr??ng t??ng ???ng ??m b?o minh b?ch và s? ch?p nh?n c?a c? hai bên.

#BATNA: A Key Negotiation Power | BATNA: Quy?n L?c ?àm Phán Chính

In principled negotiation, the goal is not merely to reach an agreement but to achieve one that surpasses your BATNA (Best Alternative to a Negotiated Agreement). A strong BATNA gives negotiators leverage, empowering them to reject deals that do not meet their minimum standards. Trong ?àm phán nguyên t?c, m?c tiêu kh?ng ch? là ??t ???c th?a thu?n mà còn là ??t ???c th?a thu?n v??t qua BATNA c?a b?n (Gi?i pháp thay th? t?t nh?t cho th?a thu?n ???c ?àm phán). BATNA m?nh m? mang l?i l?i th?, cho phép t? ch?i các th?a thu?n kh?ng ??t tiêu chu?n t?i thi?u.

Example | Ví d?: A house hunter negotiating multiple properties may walk away from a deal if the terms don’t compare favourably with their backup plan. Ng??i mua nhà ?àm phán nhi?u b?t ??ng s?n có th? t? b? m?t th?a thu?n n?u các ?i?u kho?n kh?ng thu?n l?i so v?i k? ho?ch d? phòng c?a h?.

#Conclusion | K?t Lu?n

Principled negotiation is more than a strategy—it’s a mindset. By focusing on shared interests, fostering trust, and pursuing fair solutions, negotiators can transcend adversarial tactics and create enduring value for all parties. ?àm phán nguyên t?c kh?ng ch? là chi?n l??c—mà còn là t? duy. B?ng cách t?p trung vào l?i ích chung, xay d?ng lòng tin, và tìm ki?m gi?i pháp c?ng b?ng, ng??i ?àm phán có th? v??t qua chi?n thu?t ??i ??u và t?o giá tr? b?n v?ng cho t?t c? các bên.

What’s your experience with principled negotiation? Share your insights with us! Kinh nghi?m c?a b?n v?i ?àm phán nguyên t?c nh? th? nào? Chia s? góc nhìn c?a b?n v?i chúng t?i!

#NegotiationSkills #HarvardNegotiation #?àmPhánHarvard