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Chapter I

Arguing over positions is inefficient

Positional bargaining creates incentives that make settlement almost impossible. There is a

limited chance of reaching a settlement. Making the concessions is also another aspect that stalls

the process of negotiation. Despite keeping the negotiation going, small concessions make the

decision-making is time-consuming and difficult at best.

Arguing over positions ruins ongoing relationships.

Parties negotiating under positional bargaining find themselves at a contest even without their

knowledge of the same. Finding an amicable position becomes almost impossible when one

argues based on what they will do and would not do, and the other does the same. Positional

bargaining often results in unwise agreements. Parties negotiating may are never willing to back

down or agree with one another. One negotiator may feel annoyed by the other party's rigid

position when the other side's concerns seem left out and ignored.

Soft and hard positional bargaining is never a good option. However, a hard positioning

bargaining is a preferable position when bargaining. It is a dominant position over the soft form

of positional bargaining. The soft negotiator yields to the concessions made by the hard position

bargainer to reach an agreement without confrontation. The process results in an agreement that

is not amicable and efficient.

Chapter II

Separate the people from the problem

Principled bargaining requires bargainers to different people from computers. People have

emotions that can lead to misunderstandings, resentment, or even anger. Without principled

bargaining, people take things personally, making it difficult to reach a settlement. Principled

bargaining wants us to separate people from the problem.

Negotiators are people first.

This sentiment reminds us that we should consider negotiators as people and not just abstract

representatives of the other side of the argument. Everyone is unpredictable with emotions and

values. Our difference in backgrounds also shapes our views about certain aspects of a bargain. It

is crucial to be mindful of this human aspect of negotiation as the results are unpredictable.

Principled negotiation is one where people have a desire to feel good about themselves while

feeling concerned for others.

Put yourself in people's shoes.

This concept is familiar in everyday life but is essential during negotiation. The way we see the

world at a personal level determines the direction of a negotiation or a bargain. Principled

bargaining wants us to have the ability to see the situation in the same way the other side sees it.

This skill is essential to all negotiators despite the difficulties associated with it. Successful

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Chapter I Arguing over positions is inefficient Positional bargaining creates incentives that make settlement almost impossible. There is a limited chance of reaching a settlement. Making the concessions is also another aspect that stalls the process of negotiation. Despite keeping the negotiation going, small concessions make the decision-making is time-consuming and difficult at best. Arguing over positions ruins ongoing relationships. Parties negotiating under positional bargaining find themselves at a contest even without their knowledge of the same. Finding an amicable position becomes al ...
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