Tag: Strategies

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