Tag: Mediation

Focus on Interests, Not Positions

Focus on Interests, Not Positions

Rabia Mustafa* and Sharafat A. Chaudhry** Chapter 3 of the book ‘Getting to Yes Negotiating an Agreements without Giving in” is about focusing interests, not on positions. In negotiations, the focus should be on interests rather than positions. The basic problem lies in the conflict…

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Separate the People from the Problem

Separate the People from the Problem

Rabia Mustafa* and Sharafat A. Chaudhry** As explored in the previous article discussing the Harvard Negotiation Project, a distinctive negotiation approach known as principled negotiation has been developed, grounded in four fundamental points: people, interests, options, and criteria. The focus of the second chapter is to…

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Don’t Bargain Over Positions

Don’t Bargain Over Positions

Rabia Mustafa Almost three decades after its initial publication, ‘Getting to Yes: Negotiating Agreement Without Giving In’ by Roger Fisher, William L. Ury, & Bruce Patton has instructed millions of individuals on how to negotiate more effectively. It is a seminal work in contemporary business literature…

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