1) The document discusses the principles of principled negotiation as outlined by Roger Fisher and William Ury in their book Getting to Yes, including separating the people from the problem, focusing on interests not positions, inventing options for mutual gain, and insisting on objective criteria. 2) Key aspects of principled negotiation are dealing directly with perceptions, emotions, and communication to resolve "people problems", identifying shared and conflicting interests, and developing multiple solutions to address all interests. 3) The document contrasts principled negotiation with positional bargaining, noting the former tends to produce wiser and more efficient agreements while maintaining relationships.

1. Negotiation - Getting to Yes Tong Ka Io 2011.07.19

9. 1. 討價還價

15. Two way to negotiate

16. Soft Hard Participants are friends Participants are adversaries The goal is agreement The goal is victory Make concessions to cultivate the relationship Demand concessions as a condition of the relationship Be soft on the people and the problem Be hard on the problem and the people Trust others Distrust others Change your position easily Dig in to your position Make offers Make threats Disclose your bottom line Mislead as to your bottom line Accept one-sided losses to reach agreement Demand one-sided gains as the price of agreement Search for the single answer: the one they will accept Search for the single answer: the one you will accept Insist on agreement Insist on your position Try to avoid a contest of will Try to win a contest of will Yield to pressure Apply pressure

20. Successful negotiation

34. Game of negotiation

40. Be soft on the people, hard on the problem Positional Bargaining Principled Negotiation Soft Hard 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, hard on the problem Trust others Distrust others Proceed independent of trust Change your position easily Dig in to your position Focus on interests, not positions Make offers Make threats Explore interests Disclose your bottom line Mislead as to your bottom line Avoid having a bottom line Accept one-sided losses to reach agreement Demand one-sided gains as the price of agreement Invent options for mutual gain Search for the single answer: the one they will accept Search for the single answer: the one you will accept Develop multiple options to choose from; decide later Insist on agreement Insist on your position Insist on using objective criteria Try to avoid a contest of will Try to win a contest of will Try to reach a result based on standards independent of will Yield to pressure Apply pressure Reason and be open to reasons; yield to principle, not pressure

41. 2. 按原則的談判

42. Principled negotiation

45. Two kinds of interests

46. People Substance People Substance

48. People Substance People Substance

50. People problems

58. People - Perception - Emotion - Communication Substance People - Perception - Emotion - Communication Substance

60. People - Perception - Emotion - Communication Substance Position Interests People - Perception - Emotion - Communication Substance Position Interests

62. Behind opposed positions

68. People - Perception - Emotion - Communication Substance Position Interests Procedure - Principled People - Perception - Emotion - Communication Substance Position Interests Procedure - Positional

70. Four major obstacles

71. People usually believe that they know the right answer

72. ZOPA = Zone of Possible Agreement Often you are negotiating along a single dimension and see the choice as one between winning and losing

89. 3. 實力和茅招

90. What If They Are More Powerful?

106. What If They Use Dirty Tricks?

109. Common tricky tactics

117. 4. 總結

119. People - Perception - Emotion - Communication Substance Position Interests Procedure - Principled People - Perception - Emotion - Communication Substance Position Interests Procedure - Positional - Dirty tricks Tong KI 2011

120. Successful negotiation

122. Principled negotiation

124. Common tricky tactics

127. 附：常見問題