Rethinking the Method of Principled Negotiation--1981-2011
AbstractFisher, 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.
Download InfoIf you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
Bibliographic InfoPaper provided by Osaka School of International Public Policy, Osaka University in its series OSIPP Discussion Paper with number 12J010.
Length: 10 pages
Date of creation: Oct 2012
Date of revision:
Principled Negotiation; Interest-based Negotiation; Getting to Yes; Elements of Negotiation;
This paper has been announced in the following NEP Reports:
You can help add them by filling out this form.
reading list or among the top items on IDEAS.Access and download statisticsgeneral information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Akiko Murashita).
If references are entirely missing, you can add them using this form.