APPENDIX A
Negotiating Styles
Table A-1 summarizes the three negotiating styles covered in Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury, and Bruce Patton (Penguin Books, 1991).
Table A-1. Summary of Three Negotiating Styles
|
Soft |
Hard |
Principled |
|---|---|---|
|
Participants are friends. |
Participants are adversaries. |
Participants are problem-solvers. |
|
The goal is agreement. |
The goal is victory. |
The goal is a wise outcome reached efficiently and amicably. |
|
Make concessions to cultivate the relationship. |
Demand concessions as a condition of the relationship. |
Separate the people from the problem. |
|
Be soft on the people and the problem. |
Be hard on the problem and the people. |
Be soft on the people but ... |
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