Why should you use objective criteria to support your moves or offers and concessions in a negotiation? Because we derive power and legitimacy from the perception that our standards and criteria are based on objective, independent factors. If our positions are based...
“A principle is involved,” he said, “and that’s why we’re taking a hard line. The principle is just too important to undermine. As a result, we will not concede on that issue.” This “principle is involved” negotiation move can be one of the most frustrating to...
How many times have you heard in a negotiation “but it’s the principle involved”? Countless times, I’m sure. But is it really? Or is it just a subterfuge for “I don’t want to move and calling it a principle is a convenient and relatively painless way to avoid doing...
