Tag: Principled Negotiation

Negotiation, Businessmen, Agreement.

A Study of Principled Negotiation Based on Transactional Analysis Theory

  The concept of “principled negotiation”, developed by Fisher and Ury in “Getting to Yes”, is one of the most influential approaches in current negotiation theory. However, it is important to recognize three critical academic issues aboutprincipled negotiation. (1) Why principled negotiation and positional bargaining (the method of principled negotiation

Young, Chinese, Businessman.

A Study of Principled Negotiation Based on the Chinese Harmony Thought

Roger D. Fisher, a Harvard law professor and William Ury brought up principled negotiation in 1981 in “Getting to Yes: Negotiating Agreement without Giving In”. For over thirty years, the method of principled negotiation has been the dominant formative approach to negotiation in the world. Since most of the literature

BRAND: A Study of Principled Negotiation Based on the Chinese Harmony Thought

In the latest volume of the BRAND, Shougang Zhang and Milan Constantinovits shows the importance of international negotiation in the process of globalisation. Cultural diversity has determined many failures in different domains, especially when it comes to negotiation. Influenced by climatic, geographical or historical factors the Western civilisation had a