Choose objective criteria to use in negotiations


  1. Frame each issue as a joint search for objective criteria
    Begin by suggesting one or more objective criteria to the other person. Then ask them to suggest theirs. Write them down.

  2. Reason and be open to reason
    From criteria written down, choose the best ones together. If you advance to different criteria, look for which one was used by others in the past or more widely applied. Be fair and never yield to pressure, only principle.


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