Rethinking the Method of Principled Negotiation--1981-2011

Yoshiaki Nomura
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Yoshiaki Nomura: Professor, Osaka School of International Public Policy (OSIPP)

No 12J010, OSIPP Discussion Paper from Osaka School of International Public Policy, Osaka University

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.

Keywords: Principled Negotiation; Interest-based Negotiation; Getting to Yes; Elements of Negotiation (search for similar items in EconPapers)
Pages: 10 pages
Date: 2012-10
New Economics Papers: this item is included in nep-hpe
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