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1、PrincipledNegotiationBy梅高洁许昊珺骆炜雯PrincipledNegotiationPrinciplednegotiationisthenamegiventotheinterest-basedapproachtonegotiationsetoutinthebest-knownconflictresolutionbook,GettingtoYes,firstpublishedin1981byRogerFisherandWilliamUry.Thebookadvocatesfo
2、urfundamentalprinciplesofnegotiation:1)separatethepeoplefromtheproblem;2)focusoninterests,notpositions;3)inventoptionsformutualgain;4)insistonobjectivecriteria.1)Separatethepeoplefromtheproblemmeansseparatingrelationshipissues(or"peopleproblems")from
3、substantiveissues,anddealingwiththemindependently.Peopleproblemstendtoinvolveproblemsofperception,emotion,andcommunication.第一，始终强调在触及实质问题时，人与问题一定要分开分别处理。Peopleproblemsalsoofteninvolvedifficultemotions—fear,anger,distrustandanxietyforexample.Theseemot
4、ionsgetintertwinedwiththesubstantiveissuesinthedisputeandmakebothhardertodealwith.Fisher,UryandPattonsuggestfivetacticsfordisentanglinganddefusingemotionalproblemsinthenegotiationprocess.2)Negotiatingaboutinterestsmeansnegotiatingaboutthingsthatpeopl
5、ereallywantandneed,notwhattheysaythatwantorneed.第二，主张谈判的重点应放在利益上，而不是立场上，因此必须随时把握住谈判各方的利益，尽量克服立场的争执。3)Byfocusingoninterests,disputingpartiescanmoreeasilyfulfillthethirdprinciple--inventoptionsformutualgain.第三，在决定如何实施方案前，先构思各种可能的选择，谈判者应该安排一段特定的时间，构思各种可
6、能的解决方案，创造性地努力避免或削弱各方利益上的冲突，为对方谈判者主动提供某些解决问题的建设性提案的机会；Thismeansnegotiatorsshouldlookfornewsolutionstotheproblemthatwillallowbothsidestowin,notjustfightovertheoriginalpositionswhichassumethatforonesidetowin,theothersidemustlose.4)Thefourthruleistoinsis
7、tonobjectivecriteriafordecisions.Whilenotalwaysavailable,ifsomeoutside,objectivecriteriaforfairnesscanbefound,thiscangreatlysimplifythenegotiationprocess.Thisgivesbothsidesmoreguidanceastowhatis"fair,"andmakesithardtoopposeoffersinthisrange.第四，坚持客观的标
8、准，谈判者应设法引入尽可能多的具有科学优点的客观标准。客观标准具有较高的权威性，不容易受到非难，通过对客观标准的引入及其应用来逐步达成协议，有利于提高谈判效率，减少无谓的争执。AtypicalcaseThereweretwopeoplewhoarguedwitheachother.Thereasonwhytheyarguedwasthatoneofthemwantedtoclosethewindowwhileotherwantedtoopenit.Theyhavebeenquarrellingw
