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Rethinking the Method of Principled Negotiation--1981-2011

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  • Yoshiaki Nomura

    (Professor, Osaka School of International Public Policy (OSIPP))

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    Abstract

    Fisher, Ury & Patton's Getting to Yes has established the Seven Elements of Negotiation and shows what a "theory for practitioners" should be. However, the following three points, among others, should be given reconsideration. First, though various authors support the framework of the seven elements, their interrelationship has not been clarified by those authors. Second, the meaning of 5 core concerns and its relationship with the element of interests are not so clear. Rethinking of non-economic damages and remedies such as an apology or an acknowledgement of facts may be a good start. Third, writings derived from Getting To Yes use commitment in two different meanings: in the sense used in game theories and in the sense of a legally binding promise.

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    File URL: http://www.osipp.osaka-u.ac.jp/archives/DP/2012/DP2012J010.pdf
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    Bibliographic Info

    Paper provided by Osaka School of International Public Policy, Osaka University in its series OSIPP Discussion Paper with number 12J010.

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    Length: 10 pages
    Date of creation: Oct 2012
    Date of revision:
    Handle: RePEc:osp:wpaper:12j010

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    Related research

    Keywords: Principled Negotiation; Interest-based Negotiation; Getting to Yes; Elements of Negotiation;

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