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The next four chapters describe the method of principled negotiation which was developed at the Harvard Negotiation Project (part of the Program on Negotiation consortium) by Fisher, Ury, and Patton. [9] The purpose of principled negotiation is to "decide issues on their merits rather than through a haggling process".
Integrative negotiation is also called interest-based, merit-based, win-win, or principled negotiation. It is a set of techniques that attempts to improve the quality and likelihood of negotiated agreement by taking advantage of the fact that different parties often value various outcomes differently. [14]
BATNA was developed by negotiation researchers Roger Fisher and William Ury of the Harvard Program on Negotiation (PON), in their series of books on principled negotiation that started with Getting to YES (1981), equivalent to the game theory concept of a disagreement point from bargaining problems pioneered by Nobel Laureate John Forbes Nash decades earlier.
Finding objective criteria, to work towards a principled agreement is always a win-win attitude that could be adopted in any negotiations for both maintaining civility and improving social skills in Wikipedia. The goal of Wikipedia, presumably shared by all sides to any dispute, is to produce a useful and reliable reference work. Objective ...
Negotiation is a strategic discussion that resolves an issue in a way that both parties find acceptable. Individuals should make separate, interactive decisions; and negotiation analysis considers how groups of reasonably bright individuals should and could make joint, collaborative decisions. These theories are interleaved and should be ...
In 1979, co-authors of the bestseller Getting to Yes: Negotiating Agreement without Giving In, Roger Fisher and William Ury, along with Bruce Patton founded the Harvard Negotiation Project (HNP), with a mission to improve the theory, teaching, and practice of negotiation and dispute resolution, so that people could deal more constructively with conflicts ranging from the interpersonal to the ...