The method of negotiating whose main precept is that a decision about an issue should be based on its merits, not on what each side says it will or will not do, is referred to as ____.

Question

Quizplus · Accepted Answer

This is the definition of principled negotiation, also known as interest-based negotiation, developed by Roger Fisher and William Ury in their book Getting to Yes. This approach emphasizes focusing on the problem rather than the people involved and finding solutions that meet the interests of both sides rather than just their positions.

The Method of Negotiating Whose Main Precept Is That a Decision